Driving Value In The Channel With Services And Solutions
By Jeff Wakefield, vice president of business development and strategic initiatives,VeriFone
An end-to-end strategy to answer your customer’s needs
Managed services and solutions are increasingly important in supporting the commercial needs of merchants, especially amid the growing complexity of payment-related technologies. There has never been more choice or flexibility for how to reach, attract, and retain customers, but neither have merchants faced as much uncertainty about what technologies to use, how to integrate those technologies, or how to maximize their value to differentiate or grow revenues. Companies that can help merchants address these pain points holistically will have a much better business advantage over those who cannot.
Whether a manufacturer, ISV, reseller, VAR, or ISO, this is a great time to evaluate your portfolio and determine how a services or solution strategy might augment your own business while driving significantly more value for your customers. Merchants want to focus on running their businesses and are most likely not equipped nor inclined to become experts on all facets of payment, social media, loyalty, or customer relationship strategies. Nor are they willing, or prepared, to manage a significant number of vendor relationships to address these needs. Companies that have the flexibility to bundle or unbundle offerings based on the unique needs of a particular merchant are in a great position.