Aug 30, 2022 11:34:07 AM by: Scott Morgan

 

HubSpot Video

 

[Video Transcript]

We’d be swimming in nickels if we had one for every time we heard an integrator say “we are still looking for the right fit for Technology as a Service, then we will call you about a partnership” or “hey I know we aren’t partners yet but we finally got one, the customer asked for a Technology as a Service solution, how do I get pricing and a quote”.

Unfortunately, that is Ready Fire Aim!

Before you start looking for technology-as-a-service sales opportunities and before you ask TAMCO, or any financing partner, for an as-a-service quote to present to a customer, your organization needs to be prepared for the subtle shifts necessary to sell as-a-service solutions.

Realizing you do not know the answers to some very important questions during an actual sales opportunity will not be a good experience for you or your customers. Questions like . . .

  • “What do we tell a customer asking about an interest rate on an as-a-service subscription?”
  • “How do we get paid the recurring revenue of our five-year maintenance and support contract?”
  • “What happens at the end of the as-a-service solution term?”
  • “When do we get paid for the project installation for an as-a-service sale?”
  • “What happens if supply chain issues delay install?”
  • “How does the as-a-service technology guarantee work?”
  • “What are non-recoverable costs, and why do they matter?”

The good news is that TAMCO can quickly help your organization understand these details. We have mapped out a simple, logical partner onboarding process for integrators that would like to adopt a go-to-market sales strategy focused on as-a-service solutions. So before you provide as-a-service quotes, let’s ensure your organization is prepared to succeed. Contact us to confirm partnership fit or to schedule partner onboarding.

The system integrator's playbook call to action button to download a guide on how to make the pivot to a service sales model & build monthly recurring revenue

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