Partner Evolution

CF: How does this pivot of Insight into a solutions integrator relate to how the larger partner community has evolved over the years? Is this pivot the next logical step after VARs evolved to add managed services? 

DB: It could be. I do think we’re going to a unique space. There’s definitely more services going on in the VAR world, and there’s some acquisitions that back that up, but I still think I think the fundamental distinction is that their model is, “We’re a VAR, and as we do that there are some services opportunities we might as well take advantage of.” Our model is that we’re going to be a certain Insight to different customers. And the range of historical VAR capability frankly represents a capability spectrum more than a business model, as does our services side. We’re going to actually bring those things together in a unique way for customers. I’m not sure anybody’s thinking quite like that.

I think about having competed for years in the system integrator world and the dynamic of competing there. And then we’ve got a massive team of people who have competed in the product world all these years. Frankly, the competitive dynamics start to merge. When you think about a network-as-a-service type of deal with we’re talking about tens of millions of dollars. It’s a very significant deal that’s very valuable to a customer. As we think about that dynamic, there isn’t a natural competitive set to do it, other than “Mr. Customer, you’re the integrator, and here’s the four or five things you’ve got to coordinate amongst various other companies to go do. You can get the OEM, you can get the VAR/retailer to ultimately handle it. You can get the various installation teams. You can get somebody to run the financing and create a managed service.” We’re starting and saying, “What’s the outcome you need?” and going back into our kitchen with this menu of capabilities to bring you the right solution.