Rob Wirszycz, director of alliances at EDS, has condemned Vars for failing to take advantage of the opportunities presented to them by the rise of the internet.
He claimed EDS had begun introducing SME programmes in areas such as customer relationship management and voice/data convergence because Vars had not already grasped the market.
Speaking exclusively to PC Dealer, Wirszycz said: 'These are areas where Vars should dominate, but we're developing programmes because there's a demand.'
Wirszycz also identified several key issues the channel should take into consideration when planning business strategies: smart technologies; e-commerce; internet working; increasing globalisation; a rise in mergers and acquisitions; and the simplification of legacy IT environments. He said dealing with these issues would make partnering more crucial for channel organisations.
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