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This is not because they have no interest in getting a better, faster system, it is more often down to money or time constrictions, with the core competency of the company, quite rightly, taking priority. If it is a choice of an additional salesperson or a new network, the salesperson will always win. After all, they are the ones who will bring the money into the business.

In the past, switches, hubs and routers have been thought of as part of an enterprise-level solution, with smaller companies relying on a system not too dissimilar from a home internet connection. However, the demands of an SME workforce are becoming heavier, as staff spend most of the day on the road or working remotely from home.

This means in many cases their IT and communications systems are not up to scratch and are unable to cope with the demands of its users.

This is where selling a smart networking solution and associated technologies such as storage and security comes into its own, and where the channel faces a great opportunity.

Many vendors are now tailoring their enterprise-level products to an SME audience or are building offerings for the space from scratch. For the savvy reseller, spending time explaining the benefits of investing in a smart network will pay dividends.

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