"No one can do everything," he says. "You have to partner."
Other solution providers say this kind of partnering trend had its beginnings before the economy started to sputter. They predict it will continue upward even as the economy goes into an upswing. Yes, it's true that it can be very costly to be hooked up to people with skills in every location and region a company is trying to penetrate, but "the reality is the marketplace is starting to accept this," Goemmel says.
He points to another factor--and perhaps an even more important indicator--that this trend has permanence:
Customers are beginning to recognize and accept it, that is, as long as VARs have the mechanisms in place to ensure quality control in delivery of the services.
"The marketplace accepts this more so [now] than five years ago," Goemmel says. "The implementation is happening faster because of the down economy, but it started well before [that]. Now, even the big guys are leveraging relationships to deliver services."
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