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refuerzo y ampliacion matematicas 6 o primaria santillana pdf download 1While systems integrators buy solutions from the channel and resell them to customers, NAR believes system integrators will increasingly become a force for change. Increasingly, their work will enable people to obtain service and information in new ways. In fact, NAR anticipates that by the end of this decade the term "system integrator" will disappear. The term is outdated and limited. It does not offer enough options or resources to meet a broad range of integration needs. The term actually has the potential to put an "integrator" in an awkward position between the channel and the broader market.
To be sure, system integration will need to evolve. The channel is looking for a new way to create value for itself. Most integrators are willing to evolve their business models and provide new services. The challenge for them is to change their business model without disrupting the trust they have with their channel partners. This is important because the partnership between integrator and channel is a cornerstone for successful business growth. Integrators must earn the channel's business by providing a different kind of value.
Yet, with limited channel partners and dwindling channel resources for solutions marketing, the focus must be on allowing channel partners to fulfill their own needs. After all, integrators are not the only ones that have to fulfill the needs of their own channel partners. Today, the fact that integrators are paid by their channel partners is an indicator of channel partners' satisfaction with their relationship with integrators. As integrators reduce focus on selling solution sets, they will be able to focus on listening to their channel partners' needs and customer priorities. This kind of communication will result in increased channel efficiency, increased sales, more value for each channel partner, and better chances for growth for integrators.
Jim Dutkowsky is senior vice president and general manager of Dutkowsky Associates' Web integration consulting practice and corporate strategy group.Personalized therapy for tyrosine kinase inhibitors: while this is evolving, how do we ensure optimal tolerability?
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