How To Add Services To Your Offering

Marc Rachiele, Director of Marketing and Vendor Management for Ingram Micro's Data Collection/Point Of Sale Division, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview. In this interview, Rachiele talks about the threat of networking VARs stealing business from POS/AIDC resellers, explains how VARs can leverage distributors and services to gain new competencies, and details the entry points into services for POS/AIDC resellers.

"(There's a) misperception that it's big and it's scary and it's difficult and I'm going to have to go out and I'm going to have to hire 100 people to become an expert in networking," Rachiele says. "That's not really the case. I think it's about leveraging resources that are out there and available and really educating yourself on what it is going to take. Because in many cases, if you do it the right way, it's not as big and scary and difficult as you perceive it to be."