Infrastructure as the Strategic Bridge Between Innovation and Implementation
The role of the Value Added Reseller (VAR) is evolving rapidly. Today, customers expect more than just a product supplier—they look for a strategic guide who translates technology into tangible commercial impact. Manu Van de Vliet, Sr. Business Unit Leader at Inetum Belgium, explains.
In an era of accelerating digital transformation, companies feel increasing pressure to adopt and integrate new technologies quickly. Not just to remain competitive, but also to strengthen their operational resilience. In this context, the Value Added Reseller must transform into a strategic partner, one that no longer views infrastructure as a purely technical foundation but as the strategic bridge between innovation and implementation.
“Only by starting from a holistic approach to IT solutions, where consultancy is the connecting factor, can you build future-proof solutions with your customers that seamlessly integrate AI, sovereign cloud, and cybersecurity,” says Manu Van de Vliet, Sr. Business Unit Leader at Inetum Belgium.
Bridging the gap between vision and technology
AI requires powerful, scalable infrastructure capable of processing vast amounts of data in real time. “Think of edge computing, which brings AI closer to the user, or GPU‑optimized data centers that accelerate machine‑learning workloads.”
Many companies today are still trying to understand how AI can truly create value. That exploration naturally takes time. But that doesn’t mean organizations should stand still.
“Waiting simply isn’t an option. It’s essential to invest in the right foundations now, in parallel with the strategic reflection. Only those who lay the groundwork today will be able to fully embrace AI tomorrow and accelerate its development. For VARs, this means acting as orchestrators of these infrastructure choices and helping customers become agile and future‑ready. Not waiting until AI is fully crystallized, but already building the bridge between vision and technology today.”
Minimizing Risks
Sovereign cloud requires data infrastructure that complies with local regulations and strict data‑governance principles. Companies—and especially public-sector organizations—are paying growing attention to this.
“For VARs, this represents a key role: guiding customers toward cloud architectures that are not only compliant, but also high‑performing and flexible. This may include hybrid or multi‑cloud models with European cloud providers, such as our own rCloud solution.” Ultimately, it’s about building solutions, together with experts and partners, that combine governance, security, and scalability. For example, by adding an extra layer for license and workload management so that organizations keep control of their data and processes.
Cybersecurity is no longer a separate domain but an integral part of every infrastructure decision. Zero‑trust networks, encrypted storage, and automated detection and response mechanisms have become indispensable.
But that’s not the end of it, adds Manu Van de Vliet. Security requires continuous management and proactive monitoring. “In this context, you can connect solutions to SOCs that detect, analyze, and neutralize threats 24/7. VARs play a crucial role here, offering not only ad‑hoc solutions, but also end‑to‑end security services, from integration to active management through their own SOC services and partners. This helps organizations minimize risks and make their infrastructure resilient and future‑proof.”
From technology to impact
By making the right infrastructure choices, organizations can implement AI solutions faster, protect their data more effectively, and optimize their digital workplaces.
Cybersecurity, multi‑cloud, and AI integration aren’t isolated domains—they are interconnected pillars of a modern IT strategy. “Infrastructure creates real value only when it is secure, scalable, and sustainable,” adds Manu Van de Vliet. “It must support workplace, data‑center, and data‑protection solutions that not only drive business forward, but also create societal impact. Think of energy‑efficient data centers, circular hardware models, or infrastructure enabling inclusive digital workplaces.”
VAR: from reseller to orchestrator
In short, the role of the VAR is evolving quickly. Customers no longer expect a product supplier, but a strategic guide who translates technology into concrete commercial impact.
“The VAR of tomorrow must be the orchestrator of digital transformation: a partner who brings together technology, consultancy, implementation expertise, and operational support into one coherent whole. In this sense, infrastructure is not an endpoint but a lever, a catalyst for innovation, resilience, and sustainable growth, with Value Added Resell as the strategic bridge between innovation and implementation,” concludes Manu Van de Vliet.
