As Hillary has said, I think, that is the best way of selling the solution – first do it in-house, prepare a case-study and then demonstrate to the prospective customers, how it is done, the benefits drawn out of it, and the costs brought down. The adage “for every cent spent on hardware, a company will spend a dollar on management’ still holds good here too, only difference is that now the solution and its management is totally outsourced. So on one hand, a management cut down their skilled IT manpower requirement, but on the other hand their dependency on VAR increases manifold. So before going for any such solution the management would like to be doubly sure about the strengths, reliability and availability of VAR.
The VARs who follow such path of do it in-house, sustain and maintain for themselves, and then go for outside customers have an advantage that they are expert in handling any disasters, and more so are aware of most of them, how they can occur, and what is the optimum solution for the same in no time, gives them an edge over other VARs not following this path.