I spend a lot of time with our vendor partners hearing their messaging and I’m definitely sensing a theme over the past year. That theme is pre-packaged “solutions”. As a solutions provider, I wonder how many customers really want this? I’m not saying they don’t but I rarely get asked about it from our clients. Here’s some examples of what I’m talking about to make sure we’re on the same page here: VCE – EMC, Cisco, VMware Flexpod – NetApp, Cisco, VMware HP Matrix / Converged Infrastructure message Microsoft and Citrix have also joined in with this theme and even to the extent of an “appliance” approach in some cases Not to leave out Oracle either with their Exadata DB appliance ….to name few…. These solutions are not only pre-integrated and designed, but they also include a single support model so you don’t have to call several vendors if you have a problem. Is this what customers want? I can see the upside of integration and support, but do customers like choice more than single support and integrated solutions? Vendor lock-in is a fear of some customers as well. Some fear they lose negotiating power when committing at this level too. Many customers also like to be involved in the design process and if IT is considered strategic to a customer’s business they may want to “roll their own” solution to find some strategic advantage over their competition by finding niche products or other optimized combinations that don’t align with the large vendors product lines. We will continue to help our customers build custom solutions that fit their business needs and we will continue to add niche vendors/products that we think our customers want to know about. Part of our value is being more agnostic and seeking out unique solutions that compliment our larger vendors portfolios. We can be the glue, the integration and the support when building solutions that aren’t “packaged”. Ultimately the larger vendors will buy these smaller ones anyway. We just need to stay a little ahead of the curve 🙂 There’s more questions here than answers, but just wanted to share some thoughts.