Marv McGrew, CEO of SGI, speaking at the Success Group International Global Technology Coalition Conference in San Diego, CA commented; “The SMB market segment continues to evolve. As SMB customer’s become more sophisticated and they are seeking greater value and demanding more from their vendor relationships than ever before.”

Marv McGrew, CEO of SGI, speaking at the Success Group International Global Technology Coalition Conference in San Diego, CA commented; “The SMB market segment continues to evolve. As SMB customer’s become more sophisticated and they are seeking greater value and demanding more from their vendor relationships than ever before. To meet these increased demands, VARs (Value Added Resellers) must evolve to survive. As margins in their standard business grow smaller year over year, many are responding by shifting their model to provide their customers with new services and solutions. In fact, the typical terminology that describes a VAR will change as VARs change the range of services they provide. VARs are increasingly becoming focused on services, including Managed Services Providers (MSP), Professional Services Providers (PSP) and Software As A Service (SAAS). VARs are building strong long-term relationships with ISVs (Independent Software Vendors) that provide non-standard, specialized solutions to meet SMB customer’s needs. As VARs become more sophisticated, being technically trained and certified on ISV and business solutions they deliver a “Total Technology Solution” to their SMB customer!”

The winner in this changing SMB market place is the SMB customer who can utilize their existing, long- term “trusted” relationship with their VARs. The SMB customer now relies on the VAR to recommend, assist in procurement and provide implementation, provide services for the solutions and level one support across the board.

ISVs are not standing still in this evolution, as they recognize the value that VARs provide, not only as the “trusted advisor” of the SMB customer, but the technical expertise and support they can provide to the ISV during implementation and after the sale in a support role. ISVs that recognize this are finding they can reduce delivery costs, greatly accelerate time to market, and achieve access to the SMB market by partnering with VARs.

Technology coalitions are beginning to “connect the dots..” with VARs, Regional System Integrators (RSI), ISVs, Professional Services Providers (PSP) and Hardware and device providers are being formed on unprecedented levels.

SGI recognized this tread in 2003 and developed “The Global Technology Coalition” bringing together the technology community as a single unit to provide SBM customers with a single source “SMB Technology Solution”. SGI is a global technology coalition of some 80+ technology companies bound together for the sole purpose of providing SMB customers with total technology solutions, at greater value, faster implementation and all the services and support from a single trusted source.