FEATURE // SYSTEMS INTEGRATION
Digital advisors
Reseller ME examines how systems integrators’ roles have evolved beyond the traditional definition and how they can remain relevant in an increasingly digital-driven world.
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isruptive technologies and trends characteristic to the fourth industrial revolution such as artificial intelligence (AI), machine learning, virtual reality, robotics and Internet of Things (IoT) are transforming the way we do business. Accelerated emphasis on digitalisation within most organisations are compelling regional systems integrators to alter traditional business models. Savitha Bhaskar, COO, Condo Protego, says that Middle East systems integrators can no longer limit themselves to only implementing hardware, software, and services in the digital era. “Systems integrators should move beyond basic integration and logistical support towards working with customers on the entire solution lifecycle.” TransSys Solutions’ executive director Prabu Balasubramanyan is also of a similar opinion. He
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believes for systems integrators to be successful, they need to move away from being perceived as just a technology expert to strategic advisors. In this role, they should be able to guide customers in effectively, leveraging the digital technologies to positively impact business. He says, “The role of system integrators has become even more critical as a resourceful systems integrator can help bridge the gap between strategy and execution. With emerging technologies including AI, blockchain, chatbots and machine learning; enterprises need help from their external partners to put together a profitable roadmap. Systems integrators who are experts in digitisation can empower organisations to manipulate and change the business trends to stay relevant and ahead of their competitions.” So, how can systems integrators become experts in digitisation? They
SEPTEMBER 2018 // Reseller Middle East // www.tahawultech.com
will have to rethink their existing strategies. Balasubramanyan urges systems integrators to move swiftly to be ahead of digital trends to retain clients and protect revenues. “Irrespective of how systems integrators decide to play out in the digital transformation journey, they still need to understand the changes and quickly transform themselves to adapt to the new era.” One of the first things, they will have to do is realign their internal teams and solutions to present themselves as a single entity. The next step would be to embrace new age partners to offer differentiation to cover niche areas of comprehensive customer solutions, adds Balasubramanyan. “They will have to then look at partnering with companies that are also growing at the same pace, to help them accelerate their own growth. This kind of growth can only come from new-age technology partners,” he explains.