When it comes to selling managed services and IT, one of the trickiest parts is compensating your sales people in a way that drives behavior and rewards recurring revenue. Nick Points of CharTech shows us how you can accomplish that with the right compensation approach for your managed services offerings.
Troy Wright, President and CEO of Oasys, Inc., an office technology provider just North of Seattle, Washington, tells us how his company went from using five different lenders to just one, switching their mindset to focus less on rate and more on relationship. Find out why their whole portfolio is now with GreatAmerica.
Operational efficiency is important to office technology providers like you, and technology integrations can give you time back in your day while contributing to increased accuracy. Are you using all the integrations ECI e-automate®and GreatAmerica have to offer to streamline the tasks involved in your billing, invoicing, and reconciliation processes? Robin Fonck, Director of Strategic Technology at GreatAmerica, and Shannon Edler, Training Specialist at ECI e-automate® hold a discussion around tips and best practices to make sure you're getting the most out of these integrations.
Technology carried us through the pandemic and is reshaping the way we collaborate, communicate, and conduct business. Solution providers need to understand how buyers view technology solutions within their businesses, examine their current needs and concerns, and select a payment model that is mutually beneficial. Download this whitepaper for valuable insights on the rapidly changing tech-buyer landscape.
The importance of evolving into new technology offerings to meet the demands of your customers and bring in new revenue streams continues. Likewise, subscription models continue to dominate customers' buying behaviors causing sales organizations to reevaluate their strategies. Sales experts, Lee Rozeboom in our Connected Technology business unit and Nick Von Ahsen with our office technology group at GreatAmerica answer your burning questions in this Q&A formatted webinar on financing progressive technology to create a sustainable future for your business.
Innovative solution providers need an innovative sales strategy. Make marketing and selling cutting-edge technology on a monthly payment simple with these exclusive resources. Visit our Tech Sales Hub for all the tools you need.
What are the opportunities and challenges of adding a VoIP offering to diversify your revenue stream? Why is now the time to consider adding it to your suite of products and services? Who is a good fit and what resources do you need for success? Ian Pugh answers all of your questions in this webinar.
The programs your financing sources build should create trust through clear, fair terms. Conduct an audit of the programs they create and the information they present on the lease using this handy checklist.
During challenging economic times, filling the funnel with prospects and then getting them to sign can also be challenging. But top performing MSPs are adding new customers as quickly as before the crisis, according to the Service Leadership Index®.
It was 2-3 years ago that one of the GreatAmerica Senior Leaders read 'They Ask You Answer,' by Marcus Sheridan. This was pivotal, igniting us to move from a selling company to advisers and educators. Purchase this book on Amazon to learn more about the digital consumer and the zero moment of truth.
Have you lost a deal because a competitor priced you out? Has a project gotten whittled down because your client didn’t think they needed everything in the solution? If either of these apply, this blog is for you. While the goal of GreatAmerica'squoting integrationsis to let the technology do the heavy lifting, in turn freeing up your team to focus on business-driving activity, there are steps you can take to simplify your proposal.
We often hear customers say they had not considered financing an option simply because it was not offered. With project delays due to financial constraints, there are still solutions you can present to encourage customers to move forward with their IT projects, including proactively offering the monthly payment option.
Tune in to Lee Rozeboom, Senior Vice President of GreatAmerica Financial Services, and Paul Dippell, CEO of Service Leadership, Inc. for this compelling “how to” webcast and find out how to minimize your financial risk and maximize your profit performance during an economic downturn.
In this blog/video hybrid, learn where best-in-class MSPs spent their time in 2020, how both the top and bottom quartiles performed in 2020, and Paul's advice for safety and success in the upcoming year.
It is no secret that the price of financing varies among providers. And when you have a team that is incentivized by money, sometimes companies or individuals seek out the lowest rates available. In this blog, we want to provide insight into some of the unintended implications when you base your decision solely on who offers the lowest rate.
Through our integrations, you can easily add a monthly payment to any quote. You can even submit credit applications without leaving your platform. You can also push your managed services charges to us - all without leaving your platform.
In this 30-minute session, we provide insight into a three-faceted strategy to apply to any sale that involves a finance agreement. We discuss the top considerations you should be making to drive your tech refresh strategy, and provide tactical actions to take today.
Are your customers stalling due to financial restraints? Let's help them move forward. This flyer serves as a tool to remind prospects and customers of just how simple it can be to budget for their next IT project by highlighting the many flexible options available to them.
Leasing and financing are a newer concept in the technology space, creating a little bit of mystery around the topic. This blog serves as a thorough guide to both understanding and calculating a monthly payment option.
With the help of your sales and marketing teams, there’s an opportunity to take your understanding of your customer to the next level, but you have to be willing to change the way you think about how these two functions should interact.
As you change the conversation from price or print to business continuity and network security, it's important to read up on the print-from-home issue. What are the trends? What are the risks? And what are the solutions? Jump start your team's learning and read our white paper, 'Calling Out the Blind Spots in a Work-From-Home World'.
This white paper explores how billing and invoicing can help technology providers like you rise above the noise and differentiate from the competition. A flexible billing model can help maintain your bottom line, build revenue, improve the customer experience, and accommodate new service offerings. We will outline how you can tailor your invoices to the needs of your customers by using tools and technology to implement a winning billing model.
The way you invoice for the products and services you sell can be a differentiator, but not without leveraging the right tools and resources. Download our 'Billing and Invoicing Checklist' for a quick way to "audit" your current invoicing go-to-market.
Without the right technology integrations in place, billing and invoicing can be a long, tedious process, often with manual steps required to ensure accuracy. Errors will throw off your processes, causing delays and frustration – for both you and your customers. Kim Louden and Tawnya Stone demonstrate how the right integrations can offer efficiency gains while giving you a competitive advantage.
Connecting with customers and prospects has become even more challenging in this increasingly digital world. Video offers an effective alternative to in-person meetings or phone calls. Stefan Christensen of GreatAmerica has been consistently using video in his sales process for more than 5 years. In this webinar, he demonstrates how he uses video email to communicate with his customers and what he does to increase open and response rates. He also shares video best practices that help him close more sales in less time - all while building more trust and credibility.
Learn how Micheal Pickreign, owner of Tech42, transformed his business to promote happier technicians and higher satisfaction levels among their customer base through bundling their hardware with managed services.
This webinar explores the many ways technology integrations can help you improve efficiency, accuracy, and overall customer experience within your processes. Integrations can also free up your time and allow your team to focus on the areas of your business that really move the needle
As a provider of office technology solutions, it’s important you are able to bill for your equipment, services and supplies in a way that protects your margins, but also keeps the needs of your customer in mind. Join us for this webinar overview of the billing options and best practices we see dealers implementing as they administer MPS contracts.
Join us for this Dealer Panel, where you'll hear from some of the industry's most influential Office Technology Dealers on how they use a bundled approach to help them maintain margins, maximize cash flow, and build strong relationships with their customers.
Even before COVID-19, using video to sell had been increasing greatly. And though COVID-19 certainly accelerated the need for an alternate sales approach, video would have only continued to become more prevalent, pandemic or not. Today, virtual selling is no longer a nice alternative option - but our only option - as many of us are working from home with no other means to stay connected.
There’s nothing quite like a pandemic to force you to look at your business and fine tune your go-to-market approach, including your product mix. From my view, there is a lot of opportunity for the Office Technology Dealer.
Video can help you maintain communication and accountability with your teams and provide a way to better collaborate when there is the constraint of physical distance. Learn how to use 1:1 videos to enhance and personalize communication with your internal teams, your customers/prospects, and industry peers.
Back in 2008, just after the economy had crashed, now world renowned author Marcus Sheridan realized if his business, River Pools and Spas, was going to survive, he needed to get his arms around this whole “internet thing.” His story has a happy ending, resulting in his business thriving and Marcus writing a book about his experience and new sales philosophy, They Ask, You Answer. Learn how he did it, and how you can too.
You, like many dealers, are seeking to add to, reduce, or change your product and services offerings as a result of changing customer needs brought on by the pandemic. Wil Meggers moderates this webinar featuring a panel of office technology providers who will share what they are learning about the IT opportunity that exists in the market today.
You, like many dealers, are seeking to add to, reduce or change your product and services offerings as a result of changing customer needs brought on by the pandemic. This webinar will share what GreatAmerica is seeing as top opportunities dealers are considering, from Managed Services, Security, A/V, software and beyond.
Our Organizational Development and Security experts discussed best practices related to strategic planning and continuity planning during this webinar Q&A; two critical strategies that can accelerate the success of your business.
Picture this scenario: your customer has been enjoying their new equipment for the last six months. The IT manager gave you a call and said they’ve hired three new people, and they would be thrilled if the cost for the new users could be integrated into the current monthly invoice. What uncertainties are running through your head at this point?
Business continuity is extremely important to your customers. Various emergency situations can threaten a company’s ability to serve its customers. Thankfully, today’s technology has improved to the point where businesses can run with minor disruption if disaster or displacement strikes. Technology that can facilitate remote work should play a major role in your Business Continuity Plan (BCP).
The two most popular ways to go about equipment financing are through a lease or a loan. While they’re often thought of as the same, the differences between a lease and a loan may surprise you and your customers. These differences include the terms of the agreement, variable and non-variable interest rates, and advanced payments.
If you have team members who are or will be working from home, we wanted to share some recommendations and best practices that we ourselves, as well as our clientele, have found helpful to enhancing engagement, productivity, communication, and overall job satisfaction of newly remote employees.
The office imaging space has always been bustling with conferences, tradeshows, and dealer meetings; events we all rely on heavily to maintain our presence, make connections, and share best practices. Without these opportunities to gather, connect, and collaborate, how can you stay immersed in the industry we all love so dearly?
Almost every business needs technology to operate and turn a profit. That’s no secret. The real questions are: How do those businesses acquire the equipment and technology they need in order to operate? What types of businesses lease or finance equipment as opposed to paying with their own cash? Why do they choose to finance?
When you’ve put in countless hours of navigating your customer’s complex needs and finding the technology solution that will suit them best, the last thing you have time for is a credit approval process with any surprises. In this post, explore seven commonly asked questions we receive regarding our approval process.
A common question MSPs and Solution Providers that are looking to work with GreatAmerica ask is: “My customer is looking for credit, so why does GreatAmerica need to approve my business?” Find out here.
As Office Equipment Dealers evolve their businesses from hardware sales to full MPS offerings, bundling should certainly play a role. Bundling offers more control and better protection of your customer base. Learn more about why you should be incorporating bundling into your MPS strategy.
You are running lead generation activities but aren’t getting the results you expected. Now you want a plan for 2019 that will change your course and drive consistent leads. There are 5 strategies you must implement to get more results.
Did you know that in the US, 62 cents of every dollar spent on equipment is financed and that 72% of all companies finance equipment? That's nearly three quarters of all your customers financing their equipment purchases. But why?
If your business is built on selling product-based solutions, then you probably already feel the shift. Customers and their expectations have evolved. This eBook will help you adapt your business model to meet these new needs.
The As-A-Service model is as pervasive as the cloud, and for good reason. It has proven to have tremendous impact on close rate, margins and recurring revenue. However,companies offering a traditional As-A-Service model can take a big hit to their cash flows. There is another option, with Hardware as a Rental®, or HaaR®.
The Windows 7 has the largest install base in the world, making it the perfect opportunity to start talking to transfer your clients to a Hardware-as-a-Service (HaaS) model so that they never have to worry about outdated equipment and software again.
Differentiating and staying competitive require a continual march of evolution in your business model. If you've ever attempted to make a change to your business model, and a few short months later it doesn't stick, you aren't alone.
As cloud continues to grow and IoT gains traction, businesses need more IT support, not less. Customers also expect their IT “to just work” with the support of a simple and complete MSP offering. In this two part series, Service Leadership CEO, Paul Dippell will join GreatAmerica to discuss what makes a next gen MSP and how they are packaging security, HaaS and hybrid cloud as critical pieces of their “complete and simple” offering.
Since adopting bundling, many dealers have experienced a variety of benefits. Hear from dealers who have found success through bundling and examine the impact it can have on several facets of their business.
Have you heard the big buzzword surrounding everything from industry publications to conferences…. Audio Visual as a Service? It sounds cool and you’re thinking about jumping on the bandwagon, but you have a lot of questions. How do you get started? What does it involve? How do you sell it?
So what is the secret of Advantage Technologies that helped them grow to a $10 million MSP with 15% year over year growth over the past 3 years? Bryan says it is standardization, but Advantage Technologies didn't get there overnight. During the webcast, this MSP will share the steps he took in his business to accelerate growth and efficiency.
The Service Leadership Index® shows that MSPs in the top quartile of profitability are also the fastest-growing. This is contrary to the common – but mistaken – wisdom that to grow faster you must sacrifice profitability.
What’s the tangible value of an ECi and GreatAmerica technology integration for your office technology business? Xcel Office Solutions knows first hand how automating their meter collection and cash posting processes brings savings in both hard and soft dollars! Learn more!
Learn about how Bryan Currier, President and Founder of Advantage Technologies, attributes a lot of his company’s recent growth to mastering the art of standardization and offering HaaR® through GreatAmerica.