From The Editor
What's The ROI Of Your Solutions?
January 22, 2009
Written by: Mike Monocello
During NRF’s BIG Show 2009 in New York City, I had the opportunity to speak with Janet Schijns, VP of worldwide channels, distribution, and alliances for Motorola’s Enterprise Mobility business. Just like many conversations I had during the event, our conversation eventually wandered to the state of today’s economy. Schijns feels that, in today’s economic climate, VARs need to be able to deliver solutions that can have a complete payback within one year. That’s solid advice. When I look back at my recent interviews with some of the more successful VARs out there, many are providing solutions with tangible ROIs and fast paybacks. If you aren’t offering such solutions, can you? If you do offer such solutions, make sure you’re stressing ROI and payback in your marketing collateral and sales pitches.
