{"id":51813,"date":"2022-10-13T09:50:09","date_gmt":"2022-10-13T16:50:09","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=51813"},"modified":"2022-10-13T09:50:12","modified_gmt":"2022-10-13T16:50:12","slug":"low-hanging-fruit-dealers-share-insights-into-best-opportunities-for-software-growth","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/feature-articles\/2022\/10\/low-hanging-fruit-dealers-share-insights-into-best-opportunities-for-software-growth\/","title":{"rendered":"Low-Hanging Fruit: Dealers Share Insights into Best Opportunities for Software Growth"},"content":{"rendered":"\n
\"\"<\/figure><\/div>\n\n\n\n

The world of software solutions represents a fully stocked pond into which dealers can cast their lines. From print and feet management to document management and all things IT, there\u2019s no lack of opportunities for resellers to look beyond the box at a time when MFP procurement is still struggling in its return to normal.<\/p>\n\n\n\n

As part of this month\u2019s State of the Industry focus on software, our dealer panel examines which solutions have been resonating the most with clients. A common denominator, as you will see, revolves around the ability of end-users to accomplish more with fewer resources.<\/p>\n\n\n\n

\"\"
Dustin Bonn, Marco<\/figcaption><\/figure><\/div>\n\n\n\n

Dustin Bonn, solutions sales director for St. Cloud, Minnesota-based Marco, sees the Microsoft suite (beyond the standard productivity platform) offers unlimited possibilities, as does cybersecurity and process automation tools. Bonn points out that while process automation can enable clients to save 1,000 labor hours, it\u2019s not money savings per se, but it does allow them to furnish enhanced and quicker service without the need for added personnel.<\/p>\n\n\n\n

\u201cBecause clients aren\u2019t so focused on price point or direct savings and are thinking more about the big picture, we are able to have more conversations about products that help their businesses be more resilient, more responsive, and more secure,\u201d he added.<\/p>\n\n\n\n

\"\"
Brad Rozmarynowski, Impact Networking<\/figcaption><\/figure><\/div>\n\n\n\n

Integration, data and business intelligence are three areas that rank near the top of client want lists, according to Brad Rozmarynowski, executive account manager and partner for Impact Networking of Lake Forest, Illinois. SMBs, in particular, crave access to tools that can provide dashboarding and reporting functions to make business decisions.<\/p>\n\n\n\n

Helping clients gather business-critical data in an easily digestible format \u201cunder a single pane of glass\u201d can go a long way for dealers. \u201cMicrosoft Power BI is a great example; it\u2019s already built into your Office 365 licensing, so there isn\u2019t necessarily additional licensing costs to have it,\u201d Rozmarynowski said. \u201cBut there\u2019s a tremendous opportunity for the dealers to build professional services out and manage it.\u201d<\/p>\n\n\n\n

\"\"
Sean Bell, Solutions YES<\/figcaption><\/figure><\/div>\n\n\n\n

Being mindful of the older demographic is key, as they are being compelled to significantly change the way they think and do business, according to Sean Bell, president of Solutions YES in Portland, Oregon. In the short term, he sees greater adoption of cloud print\/scan\/fax solutions.<\/p>\n\n\n\n

Document management isn\u2019t far behind. \u201cAs today\u2019s 40-year-olds take charge of decision-making, I think we\u2019ll see widespread adoption of document management solutions,\u201d he added.<\/p>\n\n\n\n

The one area where Edwards Business Systems of Bethlehem, Pennsylvania has witnessed substantial growth is in voice-over IP (VoIP) communications systems, courtesy of Konica Minolta. With business messaging and voicemail-to-email conversions, among other functionality, it\u2019s more than simply a phone solution.<\/p>\n\n\n\n

\"\"
Dan Lamborn, EBS<\/figcaption><\/figure><\/div>\n\n\n\n

The myriad of possibilities in cybersecurity cannot be overstated, according to Dan Lamborn, IT services sales specialist. SentinelOne\u2019s upgraded antivirus solution is a prime example.<\/p>\n\n\n\n

\u201cIt allows us to have restoration points within the PCs; what Datto does at the server level for restoration points, SentinelOne provides it on a PC level,\u201d Lamborn said. \u201cThat allows us to restore the PC if it gets infected with ransomware. SentinelOne has been a great asset as it provides a lot higher level of support, backed by its million-dollar guarantee per organization. If a client gets hit with ransomware and we\u2019re not able to eradicate and remove the virus, SentinelOne will pay up to a million dollars per organization or $1,000 per machine. They really put their money where their mouth is.\u201d<\/p>\n\n\n\n

\"\"
Dean Swenson, TSG<\/figcaption><\/figure><\/div>\n\n\n\n

Automating processes to make them less people based has been the focal point for The Swenson Group of Livermore, California. Repeatable, scalable solutions are particularly vital in an era that is justifiably concerned about employee headcount, according to President Dean Swenson.<\/p>\n\n\n\n

\u201cIf you can utilize a software solution in accounts payable, for example, you can automate invoice payments without adding headcount,\u201d he said. \u201cIf I can automate certain aspects and make my team more productive and improve accuracy, that can help to avoid new hires.\u201d <\/p>\n\n\n\n

\"\"
Justin Drabouski, Fraser AIS<\/figcaption><\/figure><\/div>\n\n\n\n

The workflow and automation spaces are two critical offerings that can yield prime opportunities for dealers, according to Justin Drabouski, director of managed services for Fraser Advanced Information Systems of West Reading, Pennsylvania. <\/p>\n\n\n\n

\u201cOur primary goal is to provide software solutions that support the business objectives of our clients and provide value with our ability to integrate and manage those solutions to create a seamless technology environment,\u201d he said.<\/p>\n","protected":false},"excerpt":{"rendered":"

The world of software solutions represents a fully stocked pond into which dealers can cast their lines. From print and feet management to document management and all things IT, there\u2019s no lack of opportunities for resellers to look beyond the box at a time when MFP procurement is still struggling in its return to normal. As part of this month\u2019s State of the Industry focus on software, our dealer panel examines which solutions have been resonating the most with clients. A common denominator, as you will see, revolves around the ability of end-users to accomplish more with fewer resources. Dustin Bonn, solutions sales director for St. Cloud, Minnesota-based Marco, sees the Microsoft suite (beyond the standard productivity platform) offers unlimited possibilities, as does cybersecurity and process automation tools. Bonn points out that while process automation can enable clients to save 1,000 labor hours, it\u2019s not money savings per se, but it does allow them to furnish enhanced and quicker service without the need for added personnel. \u201cBecause clients aren\u2019t so focused on price point or direct savings and are thinking more about the big picture, we are able to have more conversations about products that help their businesses be more resilient, more responsive, and more secure,\u201d he added. Integration, data and business intelligence are three areas that rank near the top of client want lists, according to Brad Rozmarynowski, executive account manager and partner for Impact Networking of Lake Forest, Illinois. SMBs, in particular, crave access to tools that can provide dashboarding and reporting functions to make business decisions. Helping clients gather business-critical data in an easily digestible format \u201cunder a single pane of glass\u201d can go a long way for dealers. \u201cMicrosoft Power BI is a great example; it\u2019s already built into your Office 365 licensing, so there isn\u2019t necessarily additional licensing costs to have it,\u201d Rozmarynowski said. \u201cBut there\u2019s a tremendous opportunity for the dealers to build professional services out and manage it.\u201d Being mindful of the older demographic is key, as they are being compelled to significantly change the way they think and do business, according to Sean Bell, president of Solutions YES in Portland, Oregon. In the short term, he sees greater adoption of cloud print\/scan\/fax solutions. Document management isn\u2019t far behind. \u201cAs today\u2019s 40-year-olds take charge of decision-making, I think we\u2019ll see widespread adoption of document management solutions,\u201d he added. The one area where Edwards Business Systems of Bethlehem, Pennsylvania has witnessed substantial growth is in voice-over IP (VoIP) communications systems, courtesy of Konica Minolta. With business messaging and voicemail-to-email conversions, among other functionality, it\u2019s more than simply a phone solution. The myriad of possibilities in cybersecurity cannot be overstated, according to Dan Lamborn, IT services sales specialist. SentinelOne\u2019s upgraded antivirus solution is a prime example. \u201cIt allows us to have restoration points within the PCs; what Datto does at the server level for restoration points, SentinelOne provides it on a PC level,\u201d Lamborn said. \u201cThat allows us to restore the PC if it gets infected with ransomware. SentinelOne has been a great asset as it provides a lot higher level of support, backed by its million-dollar guarantee per organization. If a client gets hit with ransomware and we\u2019re not able to eradicate and remove the virus, SentinelOne will pay up to a million dollars per organization or $1,000 per machine. They really put their money where their mouth is.\u201d Automating processes to make them less people based has been the focal point for The Swenson Group of Livermore, California. Repeatable, scalable solutions are particularly vital in an era that is justifiably concerned about employee headcount, according to President Dean Swenson. \u201cIf you can utilize a software solution in accounts payable, for example, you can automate invoice payments without adding headcount,\u201d he said. \u201cIf I can automate certain aspects and make my team more productive and improve accuracy, that can help to avoid new hires.\u201d The workflow and automation spaces are two critical offerings that can yield prime opportunities for dealers, according to Justin Drabouski, director of managed services for Fraser Advanced Information Systems of West Reading, Pennsylvania. \u201cOur primary goal is to provide software solutions that support the business objectives of our clients and provide value with our ability to integrate and manage those solutions to create a seamless technology environment,\u201d he said.<\/p>\n","protected":false},"author":166,"featured_media":51814,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1650,82,87,1638],"tags":[],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/51813"}],"collection":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=51813"}],"version-history":[{"count":1,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/51813\/revisions"}],"predecessor-version":[{"id":51815,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/51813\/revisions\/51815"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/51814"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=51813"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=51813"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=51813"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}