Listen closely. If technology equipment is still a large portion of your technology solution sales and you want to build monthly recurring revenue (MRR) streams, there is one thing you should be doing. Read More
TCO has been on life support the last decade, kept alive by a few manufacturers and analysts in the technology sector. But, once cloud technology became relevant and reliable, rumor has it that ROI broke the news to TCO that there is no ownership in the cloud. This caused TCO to spiral and pull its own plug. For the sake of not being too morbid, TCO believes in reincarnation and if you continue ... Read More
Do you ask questions so you can discover what technology solution you should recommend to your prospect? Most technology integrators or any sales professionals have some type of discovery process, where questions are asked, pain points are discovered, and information is collected in order to help guide a sale and advise customers to make a favorable decision for their situation. Technology sales ... Read More
Making the switch to service revenue is something many integrators know they need to invest into, but seem to be having a tough time with getting it off the ground. A lot of the struggles just have to do with old habits being hard to break. The as-a-service approach is much different than the traditional one-and-done type of selling. That is why in order to make the shift successfully you have to ... Read More
The term recurring revenue is not a new concept, but it seems to definitely be buzzing in the AV industry, especially among the big players. Truthfully, it needs to be on your radar too, if not already. Recurring revenue is predictable, sustainable stable income with a high customer lifetime value or CLV. What business wouldn’t want that? Read More
by: Jill Duran
Every customer must determine how to pay for their technology. Any technology; AV, surveillance/security, unified communications, video conferencing, data networking, etc. Whether they acquire a new solution, upgrade an old solution, or switch to a different solution, they are having a conversation about how to pay for it. You decide if you want to be a part of that conversation or not. As the ... Read More
Everyone Has To Pay For Communications Technology. Make An Informed Decision. Buying data networking, security surveillance, AV, voice or related technology equipment is a process every business has to embark on. Technology equipment is to a business what vital organs are to the human body. It is close to impossible to operate without it. However, from an accounting and business perspective, the ... Read More
As an integrator or technology solution provider, having a "box sale" mentality or a one and done mindset is doing a huge disservice to your profit margins. You have to capitalize on the opportunity to sell multiyear maintenance (MYM) at the point of sale if you are serious about growing your recurring revenue and profit margins. It is highly unlikely that you will be able to gain customer ... Read More
We have heard all of the excuses and myths as to who should and should not use financing options: Only small companies finance Only large companies finance Companies in this vertical do not finance Organizations do not need to finance with lower cost solutions Organizations do not finance with higher cost solutions This particular geography does not finance Customers who have cash/capital do not ... Read More
Your Customers Want It. Your Competitors Are Providing It. TAMCO Shield makes it easy for you to stay one step ahead of the competition and deliver the Equipment as a Service solutions your customers are demanding. This is not a lease camouflaged into an as-a-service. This is a true offering that allows customers to use their technology while it is useful and upgrade to stay at the forefront of ... Read More
