Kent Erickson's presentation focused on the shift in the IT industry from traditional hardware sales and break/fix services to hosted services and cloud computing.
To view Kent's presentation online, click here:
- Evolve Partners on Microsoft BPOS
- ASCII Member, John Endter for Microsoft Response Point
- ASCII Member, Dave Seibert for StorageCraft
- ASCII Member, David Lawrence for Efolder
- Storage Guardian
- Matt Makowicz – Managed Services Books
- ARRC – HaaS Strategy
I had great conversations with many of the VARs about the value of adding hosted solutions as another sales tool. A handful mentioned they are reselling Google Apps and Google Email to their customers, but when questioned about revenue all them said they are not making any revenue off the sale of Google Apps/Gmail but provided the service to the customer to maintain the relationship and desktop support and desktop sales. The same goes for SalesForce.com and other online applications. The traditional VAR is being squeezed out of the market and companies like Amazon, Google and Microsoft are providing cloud based hosting services direct to customers with little or no revenue opportunities to the VARs.
It will be interesting to see how VARs move forward and what solutions they adopt, especially cloud or hosted solutions over the next year.