What VARs And Their Customers Need To Know About Label Software vs. Embedded FormatsSource: Seagull Scientific, Inc.
Jeremy Seigel, Owner/CEO at Seagull Scientific, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview. In this interview, Seigel explains the choice of label software vs. embedded formats, details its impact upon the data collection channel, and suggests action steps for VARs related to this topic.
"These people (end users) that are buying embedded format and investing in embedded format because they don't really know about the three or four major brands of label software that are out there, these people are not making an educated decision," Seigel says. "And eventually they see one of our ads or they run into another VAR that asks them, ‘Why aren't you using the so-and-so software product?' A lot of them get very, very furious and instead of going back and buying the label software from their original VAR, which they might have done, they just kick the VAR out. …
"There are salespeople in my company that are going to kick my butt for saying this: we lose sales to embedded format implementations all the time. And we go and we displace embedded format implementations all the time. There are sales that we lost three or four years ago, five years ago, where we stayed in touch with the people and eventually another one of our VARs selling a higher tech solution is able to go in there and offer a lower total cost of ownership solution."