Over the past couple of days at Ingram Micro’s 2012 SMB Invitation event, I’ve had the privilege of talking with a lot of VARs and MSPs that have one thing in common: they’re focused primarily (and sometimes exclusively) on the SMB market. There are so many great stats about this market that it’s no surprise a VAR would want to focus on it. At the top of the list of reasons VARs like SMBs is the fact that these smaller businesses have many of the same IT needs as their larger counterparts, but they often lack the human and financial resources to achieve their goals. VARs are the perfect types of companies to become these SMBs’ outsourced IT departments.
However, the reality is that many VARs focused on this market are themselves SMBs that have to address their own business struggles before they can effectively help end user customers. I spoke with several channel companies at this event to learn firsthand about their struggles as well as the steps they’re taking to grow their businesses.