We’re all feeling
it – numbers for hardware sales are tightening.
What can you do about it?
Adding to each sales ticket is a workable tact. Talk of solutions
sales has been in conversation for a while. The trick is fitting
this activity into your flow, so document scanning devices become
more lucrative for you and useful for your clientele.
The Business Technology Association (BTA) uses the term
professional services to refer to solutions. They’re right –
that’s what’s being provided (and an admittedly spiffier sounding
notion). The BTA count these in a knowledge- and support-based
professional services portfolio: document-related software
implementation and customization (i.e. document management,
variable data printing solutions, etc.), ongoing software
maintenance, managed print services, custom scope-of-work
deliverables, post-sale support and consulting/assessment
services.
With the focus on software solutions to drive growth and
differentiate your dealership from competition, the formation of a
professional services group within your organization is an ideal
strategy. For starters, it can be a small group – even a single
staffer – who has technical interest and aptitude to assist your
sales team with professional services presentations to clientele.
You may have this person currently on-board. If not, finding one
in your area should be an easy acquisition (feel free to contact
me if you’re looking for someone; I’ll gladly help point you in
the right direction).
Regarding professional services vendors, software ISVs teach you
about their technology. However, your clients don’t really care
about technology - they want their business problems solved. It
helps to understand your client’s business problems in order to
provide solutions such as:
• Paper document and electronic file capture (conveniently in
original file formats)
• Content
management with amendment tracking control
• Records
management with compliance retention lifecycle policy adherence
• Real-time email
monitoring and archiving
• Customized
workflow based on an organization’s specific needs
• Active project
colleague
collaboration, and
• Disaster
recovery and business continuity.
Where software vendors are of value to you (and ultimately to your
clients) is their ability to enable you to attract prospects,
build client relationships, and increase profits. You’ll receive
what you need to succeed. This includes:
• A non-proprietary suite of software products, leaving your
clients with peace-of-mind and respect for your recommendations
• High margins to
increase your profitability per sale
• Ongoing
training, education and sales support for you and your team
• Product training
and technical support for your clients
• Increased
customer retention and steady annuity income growth
• A competitive
edge over your competitors.
With electronic file conversion, is your consumables business
safe?
PricewaterhouseCoopers notes that companies make 9 copies of each
electronically saved document. It’s well-protected, and growing…
Adding a professional services portfolio is a manageable method to
grow your client base and sales volume and increase your profit
substantially.
Tim Nissen is
Marketing Director of Winter Haven, Florida-based content
management software developer DocuLex. Reach him at
tnissen@doculex.com .
Tim Nissen is
Marketing Director of Winter Haven, Florida-based content
management software developer DocuLex. Reach him at
tnissen@doculex.com.
