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In redesigning SBS 4.5 to be more "systems
integrators-friendly", Microsoft looked at what really defines the
concept of "value add" and how that definition changes over
time.
"Perceived" value-add is all relative to how
your small business clients perceive the services of systems integrators,
compared to what they're capable of providing on their own.
For example, if you're a systems integrator servicing a
Fortune 1000 IT department with several Exchange Server experts, it's
unlikely you'll be called upon to add value by just installing the server
and configuring Outlook clients.
Systems Integrators in Fortune 1000 IT vs. Small Business IT
However, if you have a unique skill, such as integrating
Profs or cc:Mail with Exchange Server, that Fortune 1000 IT department may
call on you to "add value" to the in-house Exchange Server
expertise, which perhaps is limited to just Lotus Notes integration.
However, as systems integrators servicing small business
clients, that equation changes dramatically. Most small businesses have an
internal "guru" who tends to know more about computers and
networks than peers. Yet, it's not likely that the guru has much NT Server
expertise, let alone Exchange Server knowledge. For small businesses,
systems integrators knowledge of how to install an Exchange Server and
configure Outlook clients would be a welcome addition, as systems
integrators would be adding value beyond what small businesses can provide
for themselves.
Adding value also becomes relative over time.
Suppose one or two version from now, Exchange Server
becomes so simple to install that anyone who can install Word, now feels
comfortable configuring an Exchange Server.
Guess what?!? Those systems integrators have now just
become "obsolete" for that client's purpose and those systems
integrators now need to reevaluate where they can add value. However,
suppose those systems integrators' skill sets included experience with VB
Script and Outlook forms design. Then they be in a great position to once
again add value by creating an "instant" groupware solution.
So What Does This All Mean for Systems Integrators?
Adding value is really all about staying one or two steps
ahead of the curve, in particular ahead of your clients' internal
gurus.
Much of success for systems integrators comes from staying
current, and has to do with how proactive you are in identifying next
year's hot trend and then allocating the time and budget toward becoming
proficient on the next big wave.
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