How To Become A Systems Integrator

The most respected and

valuable component of

the IT channel is the systems integrator (SI). These are entrepreneurs who enter

the channel business with their technical experience, proximity to customers and

ability to cope with technological changes.

These are the guys who face customers and give them the right

solution to fulfill their IT needs. All IT majors in the world, be it HCL, Wipro,

IBM or Digital, achieved success by being a great SI to their customers.

Till recently, systems integration was just putting various

IT peripherals together (PC with a scanner, plotter, special printers or any

other external attachment) and providing a customer a mere solution. But now

with multimedia, communication and the Internet, the rules of systems

integration have changed.

SI has now become more complex and technical and covers the

innards of the PC too. Earlier product manufacturers defined customer

applications and products were integrated in specified applications. Now it is

the SI who helps in identifying new application areas with available product

options.

Specialized SI’s make more profits since they concentrate

on certain application segments and know the trick to satisfy the customers

while getting the desired price for it. Not only that, they are punctual in

delivering the required solution.

Besides, technical resource is the key requirement of an SI.

Even a good PC technician can be a successful SI. Making the right things happen

for the customer is the key and an SI who can do it rightly again and again

every time can be sure of his growth.

Most product vendors spend all their marketing efforts to

identify the right SI for their products, irrespective of their distribution

structure. It is similar to the relationship between a doctor and the drug

manufacturer, though the drugs are actually sold by chemists.

If you know a technology like networking, multimedia or communications well,

then you can become a SI. Knowing some customers to give you initial break

will be very useful. It is not very important to start with

an affluent office and staff around. All this will happen once you have some

smiling customers behind you.

SIs are the stars in all the marketing campaigns by the vendors. In fact,

many vendors even though they may not have any direct dealings with SIs, run

many promotional programs for them to keep the SIs on their side. Vendors are

also spending enough money to educate SIs on technology and application

development.