This has made them perfect candidates for the partner-to-partner collaboration craze sweeping through the channel.
In this video, we ask a selection of 'Next 100' VARs what's driving the peer-to-peer trend, whether they have enountered any push back from customers and what elements of projects resellers should always keep in house.
Andy Griffiths, business development director at Q Associates, agreed that we are seeing a rise in partner-to-partner relationships.
"What's driving it is the diversity that's been driven within the IT sector, with so many technologies now available. It's very difficult, particularly for smaller specialist organisations, to really be a true expert in all of those technologies, so partnerships are a very significant way forward for us."