Video: As-A-Service Requires A Different Approach To Providing Retail IT
In this installment of BSMtv from the Retail IT VAR Of The Future Conference, Greg Dixon, CTO for ScanSource, discusses the necessity of the as-a-Service business model for retail VARs.
In his interview with Jim Roddy, president of Jameson Publishing and Business Solutions, at the event held May 12-13 at Bally’s, Las Vegas, Dixon said the monthly recurring revenue (or as-a-Service) business model is essential to Retail IT VARs’ survivability.
It will, however, require a different approach with clients. Dixon points out your clients will be accustomed to a managed services approach — one they probably get from networking or other IT solutions providers. As they ask about cloud solutions or Hardware-as-a-Service as options, Dixon says the emphasis shouldn’t be on the monthly charge: “Your question to the end user is ‘How would you like us to deliver your hardware, software, and services — and then, secondly, how would you like to pay for these things?’”
Retail IT VAR Of The Future, powered by Business Solutions, was held May 12-13, 2015, at Bally’s, Las Vegas. Platinum Sponsors: BlueStar, Mercury, ScanSource, Worldpay. Gold Sponsor: Moneris. Silver Sponsors: AML, Axis, Check Point, Code, Creditcall, CRS, Intuit, RPOWER. Industry Association Sponsor: RSPA.
For more from the Retail IT VAR Of The Future Conference, also see:
Video: What Are The Benefits Of Adding P2PE And Tokenization To EMV?
Video: Competitive Retail IT VARs Keep An Open Mind About New Technologies
Video: mPOS, Cloud Help Retail IT VARs Overcome Objections To As-A-Service
Video: Why Bundling Additional Solutions With Payment Processing Makes Sense
Video: What Retail IT VARs Need To Consider To Make The Transition To The Recurring Revenue Model
Video: How RSPA Is Helping VARs With The Transition To EMV
Video: How Retail IT VARs Can Stay Competitive
Video: Take An Active Approach To Selling Payment Processing