This leaves gaps lower down for resellers wanting to move into the market, although the skills now required to compete at this level means it is likely their opportunities will be restricted to niche technologies. To embrace the ecommerce revolution, most traditional businesses need solutions that are evolutionary rather than revolutionary. The idea of becoming a systems integrator is appealing, but there are numerous potential pitfalls for the unwary and, unless you are careful, you are likely to come unstuck. The biggest danger is overstretching yourself and failing to deliver on a promise. But not all organisations which aspire to be system integrators are proficient in supplying the total solution, and O'Brien suggests that this often leads to their downfall.
Integrators often supply aspects of their service extremely well, but lack quality in other areas.
The lack of a total skillset may result simply from an incorrect focus or bias within the organisation, or where an organisation has evolved from providing one aspect of the service to the total service, the areas in which it is less experienced may let it down. The systems integrator needs to be fully conversant with all aspects of the total solution package, as well as having the skills available to provide consultancy, management, installation and support services throughout the relationship with the customer, even if this means investing heavily to bring in expertise from outside. This is where the integrator can really begin to show its true worth it is not too difficult for an integrator to find itself overstretching. This could result in a failure to deliver on a promise.