The technology needs of small and medium sized businesses (SMBs) are evolving. The introduction of cloud computing, unprecedented access to web-based solutions and software, and an increasing reliance on outsourcing of core services are all changing the way SMBs conduct business today.
Emerging technologies have developed so quickly, however, that the market is already becoming saturated and solutions are commoditizing. The SMB challenge now lies in identifying which specific services and partnerships are best-suited to
help them achieve business goals and objectives.
This creates lucrative opportunities for providers in the IT services market, who can leverage their expertise and understanding of these modern solutions to transcend traditional vendor and reseller relationships and act as strategic advisors to the SMB. Providers today are thriving by not only helping to identify and deploy the best available solutions for particular business needs, but by also providing proactive support, maintenance and troubleshooting for these offerings – eliminating the need for small businesses to invest in internal IT staff or infrastructure and eliminating barriers to entry which may otherwise prevent small businesses from tapping into these resources.
Throughout this sea of change, at least some constants remain: the power of relationships, the need for effective sales strategies, and the value of one-stop shopping in the SMB market. Business owners value mutually-beneficial relationships, partnerships built on trust, solution expertise, high-end customer service and providers who can help them solve more than one business challenge. It’s in these areas that one particular vertical is accelerating their entry into the managed IT services market: office equipment dealerships.
Dealers are uniquely-positioned to step into this booming IT services space – they’re sales experts, they have well-established customer relationships, and they’ve already got a foot in the door (and in some cases, the network). The key to successfully integrating these new services into an existing portfolio lies in forming the right partnerships, getting buy-in from the top down and shifting certain aspects of the business to support a managed services model.
First, it’s important to understand exactly why managed IT services make so much sense for businesses in the office equipment industry - and we've published a new eBook which explains exactly that. Four Reasons Office Equipment Dealerships are Perfectly Suited to Sell Managed IT Services outlines why OEDs are already experts in the customer service and support space, and how technology convergence is setting them up for success in the managed IT services market.
Download your copy now!
By Paula Griffin
By Lily Teplow