The IT world is changing rapidly – and with it, the role of traditional system integrators. What worked for decades as a proven business model is now under increasing pressure. Customers are shifting their workloads to the cloud, relying on managed services and consuming IT more and more as a service rather than a product. For system integrators, this means one thing: a radical rethink is necessary.
For a long time, the business of system integrators was clearly defined: they procured hardware, implemented software, built IT infrastructures and provided maintenance and support. But this model is losing relevance. Companies are looking for flexible, scalable solutions and no longer want to deal with IT operations themselves – they are increasingly purchasing IT services instead. Cloud technologies and managed services dominate the market, while on-premises solutions are losing importance. This transformation brings with it a multitude of challenges.
The ecosystem in which system integrators operate is becoming more complex, but also more heterogeneous. It is no longer enough just to provide hardware and software – what is needed are integrated solutions that support hybrid IT scenarios and seamlessly connect different platforms. At the same time, value creation is shifting away from traditional hardware and software sales towards long-term, service-based business models. This not only requires system integrators to change their sales approach but also to completely restructure their operational models.
New talents needed
New skills are also required. IT professionals who have previously focused on traditional infrastructure and support tasks need to upskill in areas such as cloud architectures, managed services and automation. This means that many companies are faced with the challenge of developing expertise or acquiring new talent. At the same time, the pressure to differentiate is increasing: In a market where IT services are becoming more standardised, system integrators need to create added value to stand out from their competitors. Individual consultation, industry-specific solutions and excellent support are the key factors here.
System integrators that want to survive must realign their strategies. Successful companies are relying on hybrid IT models, managed services and consulting services. One possible path is to transform from a traditional system integrator into a Managed Service Provider (MSP) that proactively manages IT environments for its customers and generates long-term, recurring revenues. Another strategy is to focus on cloud-first approaches, where system integrators act as cloud brokers, helping their customers select and optimally integrate the appropriate cloud services. Specialising in certain industries, security and compliance requirements or specific services also offers opportunities to stand out from the competition.
Holistic IT consulting
Moreover, the demand for strategic IT consulting is also on the rise. Companies need experts to guide them through digital transformation and help them efficiently leverage cloud architectures. This is where system integrators can play to their strengths – not only by providing technology but also offering companies comprehensive support in optimising their IT processes.
One thing is clear: the traditional system integrator business is outdated – but that doesn’t mark the end, rather the beginning of new opportunities. Those who recognise the signs of the times and are willing to further develop their business model can successfully thrive in the new IT landscape. System integrators must act now so as not to be swept away by the wave of digitalisation, but to shape it actively.
That is why the eco Association is now launching the German “Systemhaus Dialog 2030” (“System House Dialogue 2030”) series of events. The aim of the industry get-together is to bring together MSPs, manufacturers, distributors and data centre operators to discuss the future of the channel. The events will take place in Cologne on 1 April 2025 and in Frankfurt on 2 April 2025.
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