Marching Orders 2014: From 'Systems Integrator' to 'Solution Innovator'
As part of RCP's annual 2014 "Marching Orders" feature, we asked channel insiders to share their insights into what partners need to do to get ready for the new year. Mark Seeley, president and senior partner at Intellinet Corp., shares his tips.
Microsoft systems integrators (SIs) have done extremely well in providing excellent technology know-how for the Microsoft product stack. However, as more platforms migrate to the cloud, SIs will need to adapt their business model to the new paradigm.
Delivering with innovation will be key to standing out in a crowded marketplace.
Proactive consultancies will reshape and reimage service offerings in a way that provides true business solutions versus platform solutions. At Intellinet, we shifted our business three years ago to provide end-to-end solutions to clients. From strategy to solutions to support services, we've found the full lifecycle helps us stay connected to customers and deliver greater impact to both the firm's and client's bottom line.
By moving upstream to strategic and business consulting, consultants can ensure strategy and technology solutions map to their clients' actionable business goals, as well as deliver thoughtful platform solutions. When business goals and strategy are established upfront, client leadership is better equipped to communicate a solution's end goals and justify costs, ensuring a smoother delivery process. Once solutions are delivered, providing ongoing maintenance and strategic insights on a regular basis will enable the firm to stay connected to its clients and ensure the success of their investment.
This new breed will redefine "SI" from "systems integrator" to "solution innovator." The SI's DNA will be rooted in business-process excellence and delivering with a mindset of innovation. By providing end-to-end, value-driven solutions on top of sound platforms, these new SIs will continue to be indispensable partners to their clients.
Posted on January 02, 2014