Thursday, April 21, 2011

Growth VAR: Value Added & Responsive (VAR) Solution Provider

By Shiv Kumar, ZSL, Executive Vice President

ZSLBusiness executives continue to embrace the "Consumerizaiton of IT," and expect us as their trusted IT advisors to deliver the results. While disruptive technologies — such as Cloud, SaaS and HaaS — continue to find mindshare and market share, the boundaries are becoming blurred between technology manufacturers, distributors and solution providers. The roles each plays change often, based on the customer’s business case. Challenges arise when the boundaries get squeezed but so, too, do new opportunities.

How can we face this IT computing paradigm shift and become a Value Added & Responsive (VAR) Solution Provider?

I think the key to our success in making ZSL as a Value Added and Responsive solution provider hinged on a few things we focused on very closely in the last few years: 1. Collaboration, 2. Innovation and 3.Value creation.

We understood the "Value" in "Value Add" should be more than the relationship and more than cost reduction as business executives expect their internal IT or IT partner to innovate and enable their business growth by delivering the business processes more agile and responsive.

Our business-aligned R&D (called IDEA Lab) effort differentiated us in the market place and created stickiness with the CXOs who are looking for solution providers to help them to carve out their innovation agenda.

Focus in the emerging technologies and strategic alignment with the right vendors enabled our team not only to deliver the business-aligned results but also allowed us to demonstrate our Business Technology Thought Leadership in the industry. CRN and Information Week recognized the value of IDEA Lab’s work by naming it one of the "30 Cloud VARs that Get IT” and “Top 250 Business Technology Innovator."


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