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As POS
reseller and ISV companies head into another
decade, the demand from end users to provide more
affordable IT solutions will continue. Often
channel partners will eliminate what they deem to
be unnecessary components in their sales quotes to
ensure that they bid the lowest price. However,
they often fail to recognize the significance of
leaving a component like power protection out of
their POS solutions bundle.
This was never more evident than
in a recent conversation I had with a POS reseller
partner. Our partner indicated that they lost a six
figure deal because they could not diagnose and
solve a power quality problem. The customer assumed
the POS systems and software that were installed
did not work and decided to go with another POS
supplier for their rollout. If our reseller partner
had the proper training on power protection and
included it in their initial quote, this situation
most likely would not have occurred.
In an era where every dollar is
counted, adding something as simple as power
protection can eliminate the potential for damaged
POS equipment, reduce or eliminate unnecessary
service calls, and eliminate downtime of the POS
system — all of which will yield a happy customer
and a more profitable reseller organization. While
your quote may be a little higher, savvy customers
know the ability to offer peace of mind can be
priceless.
Whether it
is power protection or another related technology
like managed services or SaaS, channel partners
must strive to expand their product portfolio
offering to ensure they offer comprehensive POS
solutions that meet the needs of customers. Take
advantage of the opportunity to get the necessary
training for the POS hardware and software
solutions you offer. And rely on your manufacturing
and distribution partners for help in expanding
your solutions offerings.
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