Estimated reading time: 3 minutes
The Challenge:
Every successful executive knows you have to keep up with the trends, your competitors, and the shifts happening within your industry to remain competitive. This is especially true of companies selling technology solutions, as our industry is driven by change and innovation. As you work to learn and become knowledgeable about emerging technologies, new integrators are entering the space and competing for your customers. To this point, it’s critical for VARs to continually add complimentary products and services to their offering.
The Opportunity:
One of the more crucial technologies that VARs should be mindful of is networking. If your company isn’t offering networking solutions, there are plenty of reasons as to why you should change strategies tomorrow. Networking is the foundation that all other connected solutions depend on. If another company is providing your customer with their most fundamental need, what’s to stop them from taking other pieces of business? In the coming pages, we’ll breakdown additional reasons you should consider selling networking solutions if you aren’t already.
Key Points:
It will help you keep your customers. You know the drill – if you’re not selling it, your customers will go to your competitors for it. Why put an account at risk by allowing another IT provider to move in? You should be thinking about the related products and services that wrap around your primary offerings.
For example, upgrading a customers’ PoS systems presents an opportunity to upgrade their existing network infrastructure. After all, a PoS system is only as secure as the network it resides on. In this case, expanding your offering to include networking solutions like cellular failover makes you a more valuable partner to each customer.
Not only can carrying networking equipment help to expand your potential customer base, it will also help you to keep your current customers. Customers who think of your business for just one type of solution may feel compelled to simplify their life by consolidating their IT needs under one roof. Don’t let this happen to your business.
You’ll generate a recurring revenue stream. Networking solutions, once implemented, can create a new form of recurring revenue for your business. This can be through helping them to consistently enhance their network over time, or through offering additional managed services. Your customers would simply pay a small fee to have your company manage their network ensuring they have the relevant firmware updates, keeping their data secure.
With newer, cloud-based solutions you can manage a network infrastructure without having to make the investment in a NOC (network operations center), or hire additional full-time employees.
Innovate or Die. Secure, fast, and reliable networks are the backbone that will enable the next generation of business innovation and productivity. As such, your customers will look to you for advice and direction.
For VARs, recurring revenue streams are the name of the game and the key to staying in business. If the health of your business is central to your thoughts, networking solutions are an area you literally cannot afford to ignore.
The effect the internet has on managing and running a successful business is unparalleled in recent history and the need for businesses to regularly upgrade and scale secure networking solutions is a point of parity in today’s world.
As competition heats up, being a holistic provider of solutions has become more crucial to stay relevant to your customers. If you’re interested in selling networking solutions, reach out to BlueStar and let our team of experts help guide you down this rewarding new path filled with opportunity.
We believe you’ll find that networking is not only a crucial component to preparing for the future, but it’s also crucial to your business and your customers’ businesses.
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