Don't just do it - be able to PROVE it! (Score 1)

I also work for an SMB (Small to Medium Business) focused VAR in the UK. Selling product is not where the money is - it is a means to an end. Make sure you have the right procedures in the business from the word go - investigate things like using MOM (Microsoft Operations Manager) to look after all the servers that you're made responsible for. Get a CRM (Customer Relationship Management) system in place that'll seamlessly integrate both technical & sales requirements of customers.

Above all, get in early on quantifying the benefits of working with you. Track customer productivity/revenue before and after they get involved with your business - it'll make a world of difference when you try and approach the next customer.

Finally - best of luck! It is a tough old world out there and if you can't differentiate yourself from the squillions of other IT shops that exist then you're in the wrong game...

R