Adapting to the Next Normal With a Solutions-Based Mindset
… mobility market is primed for growth of technology-as-a-service and other models that give more purchasing power to customers, with an increasing reliance on operational budgets. For example, $3,000 for a mobile device without any added features may cause a customer to experience sticker shock. However, a package that includes software, cloud services, management and security along with the device itself for a low monthly bill will likely seem a more attractive investment.
Flexible financing and as-a-service offerings will help resellers not only create monthly recurring revenue streams but also develop stronger customer relationships and retention.
The Future of Mobility
As we saw this year, the future is unpredictable, but technology investments are critical to insulating organizations against the unexpected. Training partners to sell beyond devices and focus on the broader solution allows them to differentiate their offerings to customers, helping them compete. While the shift from a hardware to a solutions-focused mindset has been gaining momentum, the current landscape provides the motivation the industry needs to make lasting change.
In the future, more resellers will become agile solution providers who work in lockstep with technology vendors to stay ahead of unforeseen market changes. Consumer brands will continue to push B2B technology providers to be more innovative, but the resellers and vendors that go to market with a solutions approach backed by training and financial support will rise to the occasion.
Brandon Williams is director of Panasonic‘s U.S. mobility channel, where he leads sales programs and teams. He previously led sales and business development for Panasonic’s public sector mobility business in the Midwest, was director of performance data and accountability for the Illinois State Board of Education and was a sales manager and education market lead for Motorola. He has an MBA from the Kellogg School of Management at Northwestern University. Follow him on LinkedIn or @PanasonicNA on Twitter.
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