Yearly Archives: 2019

Would You Rather Increase Revenue, or Reduce Costs?

Posted on October 15, 2019 in Around the Web ,Blog by

It takes about $100 of revenue to add $10 of profit, but it only takes $10 of cost savings to add $10 of profit. So, would you rather increase revenue, or reduce costs? Sales Executives generally think their role is to generate revenue, and they are mostly, but not entirely, correct. They can also make a serious contribution to cost containment if they pay attention to it. The problem is, sales rarely gives enough thought to what happens to a project once they hand it […]

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Top 5 Benefits of Selling As-A-Service through Financing

Posted on September 23, 2019 in Around the Web ,Automate Operations ,Improve Financial Management ,Solutions360 by

Our partners at GreatAmerica Financial Services commissioned a 3rd party research firm to conduct a survey with 194 C-level partners at MSPs and UC Solution Providers. While a variety of information was collected, perhaps some of the most notable is what the partners listed as the top benefits of financing. The benefits of financing are plentiful for both Managed Service Providers (MSPs), systems integrators, and their customers. Financing allows customers to make large hardware and software purchases with low upfront costs.  The top 5 benefits of […]

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Solutions360 and D-Tools Create the Foundation for Outstanding Customer Experiences

Posted on August 12, 2019 in Achieve Business Growth ,Automate Operations ,Blog ,Solutions360 by

Solutions360 and D-Tools share a common vision to help integrators increase productivity, efficiency and standardization. From the first interaction with a new customer to the final service touch point, you want the design and engineering experience to be seamless and impressive. But using disparate systems and tools can make that a challenge. We’ve got good news: There’s an answer! Announcing the D-Tools and Solutions360 integration “We are very excited about the integration,” says Tofiq Indawala. “Our customers handle a lot of functions in Q360 including […]

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How Do You Get Your Sales Team to Sell as-a-Service?

Posted on July 29, 2019 in Change Management ,Industry Discussion by

There has been a lot of discussion in the integration industry about the need to develop services revenue, and embrace new business models, in order to remain relevant. At InfoComm, Chad Sowers, Director of Business Development at GreatAmerica Financial Services stopped by our booth to talk about some of the stumbling blocks that he sees integrators experiencing. “There will be challenges as integrators make that transition into managed services, or hardware-as-a-service, AV-as-a-service, or any new business models,” Sowers reports. “One of the biggest stumbling blocks […]

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From Service to Support

Posted on May 6, 2019 in Blog ,Change Management ,Industry Discussion by

Service is the act of doing. While support is the act of doing with the interest of your customer’s success in mind. The evolution of service to support is a really hot topic with technology integrators these days. There is widespread acknowledgement that creating streams of revenue from managed services and support will help to create predictable revenue that can make your integration business more sustainable in the long run. Steve Riley, one of our resident experts on support, shares his wisdom on this topic in […]

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Using As-A-Service to Sell More Hardware

Posted on March 18, 2019 in Around the Web by

A blog entry based upon an article from our partners at GreatAmerica Financial Services There is no way around it. If As-A-Service wasn’t the “thing” before, 2019 is the year of As-A-Service for Managed Service Providers, UC providers and Audio Visual shops. Just last week, Arlin Sorensen, the father of MSP best practice sharing, stated in his daily email, “the days of long term contracts will likely change as the buyers become younger and more friendly to a subscription rather than longer term commitment.” Don’t […]

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Managed Services: What Are You Waiting For?

Posted on April 9, 2018 in Around the Web ,Change Management by

It’s tough for AV integrators to make money selling expensive gear, but there’s a better way for them to maintain a close relationship: managed services. Bob Lobascio, Nick Points and Josh Shanahan talk about recurring revenue at the 2018 NSCA Business & Leadership Conference.OK, what’s your excuse? We’ve been telling you for years that your competitors are offering managed services and yet you’re still not doing it. We even chose our 2015 Integrator of the Year in part because of their proficiency in literally thinking […]

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