{"id":39924,"date":"2020-04-16T13:33:01","date_gmt":"2020-04-16T20:33:01","guid":{"rendered":"https:\/\/www.enxmag.com\/twii\/?p=39924"},"modified":"2020-04-16T13:33:04","modified_gmt":"2020-04-16T20:33:04","slug":"make-it-a-bundle-dealers-relish-adding-to-monthly-recurring-revenue","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/feature-articles\/2020\/04\/make-it-a-bundle-dealers-relish-adding-to-monthly-recurring-revenue\/","title":{"rendered":"Make it a Bundle: Dealers Relish Adding to Monthly Recurring Revenue"},"content":{"rendered":"\n
\"\"<\/figure><\/div>\n\n\n\n

Let\u2019s be honest about one thing. Regardless of how you slice it, either seat-based, device-based or any other formula that helps devise a monthly invoice for clients, the operative word is \u201cmonthly.\u201d Actually, the full (and desired) term is \u201cmonthly recurring revenue.\u201d<\/p>\n\n\n\n

Oh, how sweet it is.<\/p>\n\n\n\n

And while we\u2019re having a frank, Taster\u2019s Choice moment among\namigos, let\u2019s cut to the chase. If there is any mechanism that ensures clients\nare getting everything they need in one neat, tidy bundle, and that cost is as\nclose to static as possible, and they absolutely love the cost certainty for\npurposes of budgetary considerations\u2026that is a beautiful thing.<\/p>\n\n\n\n

Dealers hate a one-off sale. It\u2019s like a bag of cotton\ncandy, and the sugar wears off when there\u2019s no service or supply rider attached\nto it. Imagine selling just the MFP box, with nothing else…the mere thought\nmakes the stomach turn. Fortunately, our sales are built for the long haul,\nwith leases and meter readings and service. And those sales will return\u2026the new\n\u201cc\u201d word can\u2019t last forever.<\/p>\n\n\n\n

Yes, everything you needed to know about business can be\nlearned in line at your local McDonald\u2019s restaurant. Want fries and soda with\nthat? Never mind, we have a package deal. We also have bundle boxes, containing\nenough Big Macs to ensure your cardiologist will spend three weeks in Spain\nnext summer. There\u2019s the dollar menu, apple pies, sundaes and McFlurries.\nCookies the size of a Range Rover. Of course, in this scenario, it\u2019s temptation\nthat\u2019s doing the upsell, rather than a seasoned sales pro.<\/p>\n\n\n\n

Looking Ahead<\/strong><\/p>\n\n\n\n

\"\"
Chip Miceli, Pulse Technology<\/figcaption><\/figure><\/div>\n\n\n\n

Fortunately, the dealer\/reseller community is adept enough at recognizing different paths to satiating the hunger of clients, and they are hot on the trail of providing other ancillary products and services that speak to the need for monthly recurring revenue. For Chip Miceli, president and CEO of Pulse Technology, video walls and cybersecurity have a huge upside for MRR potential.<\/p>\n\n\n\n

\u201cIn the beginning, people just wanted to buy the video\nwalls, but they don\u2019t have ongoing training and they don\u2019t have ongoing\ncontent,\u201d he said. \u201cSo we\u2019ve been putting things together to provide both the\nongoing content and training.\u201d<\/p>\n\n\n\n

\"\"
Kelly Moran, Gordon Flesch Co.<\/figcaption><\/figure><\/div>\n\n\n\n

While Gordon Flesch Company (GFC) doesn\u2019t have any new or\npending MRR offerings, the company\u2019s vice president of sales and marketing,\nKelly Moran, notes the company\u2019s in-house financing arm enables it to offer any\nservice or technology as part of a bundle.<\/p>\n\n\n\n

\u201cWe bring things to a payment conversation as a matter of\nhabit,\u201d he said. \u201cSeventy-six percent of all the orders that we write on the\nentire print side are done through our financing. Only a small percentage of\nthem, probably less than five percent, are not on a bundled payment.\u201d<\/p>\n\n\n\n

\"\"
West McDonald, West McDonald Co.<\/figcaption><\/figure><\/div>\n\n\n\n

West McDonald, founder of the West McDonald Co., touts the\nability of companies like GFC being able to move more swiftly and be more\nreactive to the needs of clients. For those dealers without the in-house\noption, they are at the mercy of financing providers.<\/p>\n\n\n\n

\u201cGreatAmerica has been paying a lot of attention to the\nflat-rate model and helping dealers do that, but they\u2019re the only one that I\nknow of, from an outside perspective, that is doing it. You either have to\noffer it in-house to make it a lot easier, or somebody has to start shaking\nsome sticks at their finance provider to get them to move and provide other\noptions.\u201d<\/p>\n\n\n\n

Cloud Opportunities<\/strong><\/p>\n\n\n\n

\u00a0It\u2019s impossible to talk about future offerings without examining the cloud\u2019s role in fostering opportunities, and that certainly is the case at Pacific Office Automation. President Doug Pitassi notes his company is geared toward customers who want either on-premise or cloud-based solutions and is content to follow the client\u2019s lead. But he sees the writing on the wall for on-premise and a growing acceptance of cloud solutions.<\/p>\n\n\n\n

\"\"
Doug Pitassi, Pacific Office Automation<\/figcaption><\/figure><\/div>\n\n\n\n

\u201cWe are a provider that has an open mind, and we want to\nmove as fast as the market moves,\u201d he said. \u201cBut we understand that some\ncustomers are not ready \u2013 they\u2019re concerned about security and breaches \u2013 so\nsome of the solutions that we provide are not cloud solutions. Fast forward\nfive years, and you\u2019re going to see a huge shift to subscription models and\ncloud models, with fewer on-site servers and such. Companies need to get over\nit \u2013 the cloud\u2019s here, so let\u2019s go.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

Let\u2019s be honest about one thing. Regardless of how you slice it, either seat-based, device-based or any other formula that helps devise a monthly invoice for clients, the operative word is \u201cmonthly.\u201d Actually, the full (and desired) term is \u201cmonthly recurring revenue.\u201d Oh, how sweet it is. And while we\u2019re having a frank, Taster\u2019s Choice moment among amigos, let\u2019s cut to the chase. If there is any mechanism that ensures clients are getting everything they need in one neat, tidy bundle, and that cost is as close to static as possible, and they absolutely love the cost certainty for purposes of budgetary considerations\u2026that is a beautiful thing. Dealers hate a one-off sale. It\u2019s like a bag of cotton candy, and the sugar wears off when there\u2019s no service or supply rider attached to it. Imagine selling just the MFP box, with nothing else…the mere thought makes the stomach turn. Fortunately, our sales are built for the long haul, with leases and meter readings and service. And those sales will return\u2026the new \u201cc\u201d word can\u2019t last forever. Yes, everything you needed to know about business can be learned in line at your local McDonald\u2019s restaurant. Want fries and soda with that? Never mind, we have a package deal. We also have bundle boxes, containing enough Big Macs to ensure your cardiologist will spend three weeks in Spain next summer. There\u2019s the dollar menu, apple pies, sundaes and McFlurries. Cookies the size of a Range Rover. Of course, in this scenario, it\u2019s temptation that\u2019s doing the upsell, rather than a seasoned sales pro. Looking Ahead Fortunately, the dealer\/reseller community is adept enough at recognizing different paths to satiating the hunger of clients, and they are hot on the trail of providing other ancillary products and services that speak to the need for monthly recurring revenue. For Chip Miceli, president and CEO of Pulse Technology, video walls and cybersecurity have a huge upside for MRR potential. \u201cIn the beginning, people just wanted to buy the video walls, but they don\u2019t have ongoing training and they don\u2019t have ongoing content,\u201d he said. \u201cSo we\u2019ve been putting things together to provide both the ongoing content and training.\u201d While Gordon Flesch Company (GFC) doesn\u2019t have any new or pending MRR offerings, the company\u2019s vice president of sales and marketing, Kelly Moran, notes the company\u2019s in-house financing arm enables it to offer any service or technology as part of a bundle. \u201cWe bring things to a payment conversation as a matter of habit,\u201d he said. \u201cSeventy-six percent of all the orders that we write on the entire print side are done through our financing. Only a small percentage of them, probably less than five percent, are not on a bundled payment.\u201d West McDonald, founder of the West McDonald Co., touts the ability of companies like GFC being able to move more swiftly and be more reactive to the needs of clients. For those dealers without the in-house option, they are at the mercy of financing providers. \u201cGreatAmerica has been paying a lot of attention to the flat-rate model and helping dealers do that, but they\u2019re the only one that I know of, from an outside perspective, that is doing it. You either have to offer it in-house to make it a lot easier, or somebody has to start shaking some sticks at their finance provider to get them to move and provide other options.\u201d Cloud Opportunities \u00a0It\u2019s impossible to talk about future offerings without examining the cloud\u2019s role in fostering opportunities, and that certainly is the case at Pacific Office Automation. President Doug Pitassi notes his company is geared toward customers who want either on-premise or cloud-based solutions and is content to follow the client\u2019s lead. But he sees the writing on the wall for on-premise and a growing acceptance of cloud solutions. \u201cWe are a provider that has an open mind, and we want to move as fast as the market moves,\u201d he said. \u201cBut we understand that some customers are not ready \u2013 they\u2019re concerned about security and breaches \u2013 so some of the solutions that we provide are not cloud solutions. Fast forward five years, and you\u2019re going to see a huge shift to subscription models and cloud models, with fewer on-site servers and such. Companies need to get over it \u2013 the cloud\u2019s here, so let\u2019s go.\u201d<\/p>\n","protected":false},"author":166,"featured_media":39925,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1650,82,87,1638],"tags":[2023,1010,3521,3810],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/39924"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=39924"}],"version-history":[{"count":1,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/39924\/revisions"}],"predecessor-version":[{"id":39926,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/39924\/revisions\/39926"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/39925"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=39924"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=39924"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=39924"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}