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.