ZSL a global IT solution providers, featured in eWeek Channel Insider’s “The Channel is Changing and It’s time for VARs to change with it”
"You have to be constantly evaluating your business model and eliminate 'unprofitable' from you portfolio, while preparing for emerging solutions and services," Tiffani Bova, the channel sales research director for Gartner told her audience during her lecture "Reading the Tea Leaves: What the Future Holds for You."
VARs and solution providers should develop more partnerships and start collaborating with other resellers, Bova said. Revenue from these partnerships will grow significantly between now and 2010, She added.
"By year's end 2010, 70 percent of midsize VARs will generate at least 50 percent of revenues selling to, through and with other VARs, SIs [system integrators]
Mr. Shiv Kumar, Executive-Vice President, ZSL, said his company, which develops application and maintenance solutions, has started a partnership with a telecommunications company.
Mr. Kumar said ZSL is using that partnership to enter the managed service space as well as deliver business intelligence solutions. "This talk really confirms where we are going and that's it's the right thing to do," Kumar added.
Bova said that customers collect volumes of data but need a smart solution to help make sense of what they have collected. There will also be a greater demand for SAAS (software-as-
"IT vendors will reduce current partner populations by 25 percent based on lack of engagement and strategic relevance by year-end 2008," said Bova.
Bova also believes there will also be fewer vendors in the IT field in the coming years and those that are left will be looking for partners who can both be flexible and offer a specific set of skills. At the same time, the demands of customers, coupled with a much more tech-savvy workplace, will increase demands on the solutions and services that VARs can provide, she added.
The way to counter these changes is to build new partnerships. VARs and solution providers need to partner with other resellers and look to see which vendors and distributors can furnish them with the best products, she said.
"I love the channel, and I want to see a partner population out there that is healthy," Bova said.
About ZSL
ZSL is an ISO 9001 certified provider of Onshore, Offshore & Near shore technology services. We offer substantial cost savings and enhanced performance associated with a secure and effectively managed global development model. For over 10 years, ZSL has been partnering with a loyal following of clients seeking to leverage our proven delivery methodology, as well as 24/7 access to the very best technical resources and development tools available anywhere.
ZSL leverages specialized knowledge in Custom Enterprise Application Development, Enterprise Reporting, Enterprise Data Management & Administration, Enterprise Application Integration, Q/A Testing, Mobile/Wireless/
ZSL’s customer base includes small and medium sized companies across a broad range of verticals, as well as respected leaders in Finance & Banking, Insurance, Life Sciences, Telecommunications, Retail, and Manufacturing. For More information please visit us at www.zslinc.com
About eWeek Channel Insider
eWeek Channel Insider is a trademark of Ziff Davis Publishing Holdings Inc. eWeek is a leading integrated media covering every aspect of the technology reseller distribution channel with Information technology distributors and service providers news, reviews and case studies. For more information please visit www.thechannelinsider.com
About Ziff David Media
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