I saw a post on LinkedIn last week, it was a simple post, that Presidio had acquired Internet Engineering to expand its footprint. It is illustrative of the consolidation in the traditional VAR space.  Other examples in the recent past include Computacenter’s acquisition of Pivot & Prosys, Ahead’s consolidation of Data Blue & Sovereign, the consolidation of Anexinet & Veristor into Verinext, and there have been a multitude of others. While these consolidations may be positive in terms of revenue for the new company, they often come with a negative impact on the staff and the middle market customer base these companies grew their businesses with.

It is middle market companies we focus on. At the heart of founding Intersect Technology Group was a simple realization: middle-market companies were being left behind.

I have spent much of my career either consulting or working in different value-added resellers (vars) where I worked closely with middle-market, select, and enterprise customers. In the past few years, accelerating post-COVID, I watched as large VARS shifted their focus. Venture capital entered the picture, and priorities began to change. What once was an industry built on relationships and personalized service quickly transformed. The larger VARS turned their attention to enterprise-level clients, chasing large revenue opportunities, while middle-market companies—once the backbone of their portfolios—were abandoned. Resources were cut, customers were fired, service levels declined, and businesses that had been loyal for years suddenly found themselves overlooked. Middle-market businesses, caught in a sea of change driven by different macroeconomic reasons in the VAR industry found themselves abandoned: resources cut, personalized service gone, and most painfully trusted relationships severed.

It became clear that the traditional VAR model was broken, particularly for mid-market clients. As these clients faced the complexities of digital transformation, staff shortage, and economic disruption, they have been left to navigate these turbulent waters on their own, or are left to depend upon fulfillment shops, who may provide quick quotes, but often without providing any additional value.

I saw that middle-market customers were left without the expertise or the relationships they once relied on, they were struggling not just to keep up, but to adapt and to thrive. What we witnessed wasn’t just a service gap—it was a trust gap. Companies that had always counted on hands-on support and trusted advisors were left to face technical challenges and market shifts without guidance.

These companies needed more than a transactional vendor—they needed a partner. That’s why we started Intersect, with the clear mission of becoming that trusted partner through a focus on the middle market. We wanted to be more than advisors; we wanted to be collaborators, invested in the long-term success of the organizations we work with.

The problem for these mid-market organizations was multi-layered. It wasn’t just that the large resellers were no longer providing personalized services, which meant that mid-market companies were being forced into cookie-cutter solutions designed for enterprises with entirely different needs. We saw similar issues in the manufacturer channel. Many manufacturers cut back on their sales teams, covering many customers from remote teams, leaving many customers not knowing their account reps, and the effect was that manufacturer account teams had too many customers to cover to truly be invested in their success.

This “one-size-fits-all” approach led to unnecessary complexity, misaligned tools, siloed deployments, and often capital expenditures that didn’t deliver for the organization. To make matters worse, many of these businesses didn’t have the internal resources or expertise to adapt to challenges presented by the quickening pace of innovation.

Without an experienced, dedicated, and focused partner to guide them, mid-market companies are at risk of making costly mistakes—investing in the wrong solutions, overextending their budgets, or worse, falling behind competitors who had the benefit of personalized, strategic advice. The large legacy resellers are no longer interested in these companies because their focus has shifted to the revenue from larger enterprise deals. As a result, these businesses were being either ignored or, in many cases, actively fired as clients. It was a disheartening trend that we knew had to be addressed.

At Intersect Technology Group, we saw this as an opportunity to do things differently. We recognized that these organizations didn’t just need a technology provider—they needed a strategic partner who understood their specific challenges, who could break down silos between IT and business operations, and who could provide clarity in an increasingly complex market. Our approach is to bring personalized service back to the middle market. Instead of offering a limited set of internal solutions, we seek to create tailored strategies based on our client’s unique needs, sourcing the best delivery partners and technologies available. We work closely with our clients, not just to solve immediate problems, but to help them think long-term—about scalability, efficiency, and growth.

This is why we like to say that Intersect bridges the gap left by the big consulting firms. We’re not interested in being just another VAR. We’re building something much more meaningful—a Advisory team that truly invests in the success of its clients. We’re focused on modernizing operations, creating citizen-centric experiences, and leveraging AI and analytics to improve everything from customer interactions to safety and security initiatives.

Starting this company wasn’t just about filling a market gap; it was about recognizing the unique potential of middle-market businesses and giving them the tools and the trusted partnership they need to thrive. Technology should empower these businesses, not overwhelm them, and at Intersect, we’re committed to ensuring they capitalize on every opportunity that today’s technology landscape offers.

What began as an idea to serve an underserved market has grown into something much bigger. We are proud to stand alongside our clients, helping them navigate complex technological transitions while driving real, measurable outcomes. This isn’t just about delivering solutions—it’s about fostering relationships that grow, evolve, and last.

Our size is our strength. We are a boutique firm. We bring the agility, attention, and personalized service that the mid-market deserves. If you’re looking for more than a vendor—if you’re looking for a true partner in your success—then let’s innovate together.