Sirius' Mertens: MSI Deal All About Skills, Scale

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As Sirius Computer Solutions president Joe Mertens sees it, the most successful solution providers in the not-to-distant future will be those that can offer very deep expertise, across a broad range of services, for a wide range of vendor technologies.

That's the motivation behind the Sirius plan to acquire MSI Systems Integrators in a deal that will create a VAR with annual sales greater than $1 billion.

"Our view of what has to happen in the [technology solution provider] industry is that you're going to see a few large players that have deep skills across a variety of platforms and who can cover the entire country," Mertens said in an interview.

At the other end of the spectrum will be small solution providers covering small geographies with niche businesses in specific technologies and/or vertical industries. "The folks in the middle there are really going to struggle," Mertens said.

Monday Sirius announced that it would acquire MSI for an undisclosed sum with the companies expecting to wrap up the deal by Nov. 30.


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