The Benefits Of Jumping On The Total Solutions Bandwagon
From trade shows to sales pitches, a "total solutions" philosophy is increasingly being adopted by vendors, distributors, and VARs. Have you joined in?
You don't have to look far to find evidence of the growing trend toward combining multiple technologies into complete solutions. Many leading technology trade shows are jumping on the "solutions" bandwagon, leaving behind the "pieces and parts" approach of providing products.
Solutions Approach To Trade Shows
I observed this change at two trade shows I attended this fall: SCAN-TECH and NAWDEC. SCAN-TECH has long been known as a bar code "products" show. However, its attendees and show management are finally working to change the show's focus to "solutions." Most of the vendors that I spoke with at the show talked about how their products worked with other hardware or software. Common phrases heard at both SCAN-TECH and NAWDEC, a warehousing/distribution show, included:
- Our hardware product works on multiple software platforms.
- Our software product works with multiple hardware devices.
- Our product is SAP-, Baan-, or Oracle-compliant or approved.
- We are partnering with another vendor to package our products together.
Bringing Value To All Parties Involved
Why the shift? Members of the channel are recognizing that multiple technology solutions bring value to customers by providing them with a more comprehensive answer to their problems. Multiple technologies also allow VARs to make more margins off their solution sales. In the end, these satisfied end users and VARs with total solutions, add to sales of distributors and vendors, who provide these products.
Continuing To Promote Total Solutions
The theme of combining technologies to provide total solutions has long been the cornerstone of Business Solutions' editorial. So, we are excited to see other industry members following suit. That's why we've chosen key players to aid us in our mission of providing VARs and integrators with "actionable information" that helps them make sales and earn greater margins.
Business Solutions' Forms Editorial Boards
Business Solutions has formed editorial boards from three technology areas:
- Document management, imaging & computer storage editorial board includes executives from Bell + Howell, Diamond Head Software, FileNET, Fujitsu, IBM, Image Access, Image Choice, Kofax, MacroSoft, NSM Jukebox, Optika, Plexus, TREEV, and Westbrook Technologies.
- Automatic data collection & card/biometrics editorial board includes executives from Advanced Bar Coding, ATS, DataVision, DataCard Corporation, Eltron International, FARGO Electronics, Intermec Technologies, Metrologic, Printronix, PSION, Recognition Systems, Symbol Technologies, TEC America, and Tharo Systems.
- POS editorial board includes executives from ARCO Distributors, Axiohm, Datacap, Systems Epson, EMAX International, MAGTEK MicroTouch Systems, POSdata, POSIFLEX, RTI, and ScanSource.
Business Solutions' editorial staff will meet with board members at trade shows throughout the year, as well as keep in regular correspondence with them. The goal of these interactions is create editorial that makes VARs and integrators, like you, aware of new opportunities to increase sales and improve your bottom line.