2010: New Hope, New Strategies
Is it possible to look back at 2009 and into 2010 without considering the economy? While things are improving, it could take years for the economy to return to what it was 18 months ago. In fact, some experts think the recession of 2009 has permanently altered the landscape of the world we knew. For better or worse, businesses now operate differently and look at technology differently.
The fundamentals of having a profitable business haven't changed, but with today's businesses, success is more about efficiency than ever. You probably don't have to look beyond your own company to see fewer people doing more. The same obviously holds true for your customers. No matter the vertical or solutions you're selling, you should be focusing on creating solutions that have a tangible ROI and quick payback.
Look no further than all the talk of virtualization and moving applications to the cloud. These concepts aren't fads; they're a way to do more with less and run a business more efficiently. Reducing hardware resources and moving things to the cloud can have a dramatic effect on a company's bottom line. The same holds true for many data collection technologies. Never before has it been so important for your customers to have accurate and timely metrics to make business decisions, control inventory, and run efficiently.
With a tangible ROI and quick payback, it's easier to convince a customer to spend at a time when they're inclined to save. One integrator, Datex (featured on page 25), sells solutions to third-party logistics providers. These providers are spending money with Datex because the new solutions (which average around $100,000) can streamline operations, reduce labor, and prevent possible vendor fines. The ROI is clear, and the payback can be measured in months rather than years. That's an important point to stress — get the payback period down to a year or less, and you'll find yourself winning more business in 2010.
On the following pages you'll find additional perspectives from others in the industry on what the IT reseller channel can expect from 2010.