5 Fresh Strategies To Boost Sales

By Luis Artiz, Group Product Manager, Epson America, Inc.

According to research consultancy IDC, the global IT market surpassed $3.7 trillion in 2015 and it’s on track to reach $3.8 trillion in 2016. However, diminished margins, competitive pressures and shifting channel dynamics are challenging resellers to do more with less, and to do it more creatively. Renewed ideas are necessary for today’s channel players to stay relevant – and stay profitable.

CompTIA’s IT Industry Outlook 2016 cites intensifying competitive pressures from within and outside of the channel as driving vendors and solution providers to strive to reach “escape velocity” – what the organization deems as breaking free from legacy practices. Of particular interest is the fact that customers are better equipped to procure their own technology, yet many times their needs go beyond basic uses, requiring greater levels of expertise, specialization and alignment to business objectives. In order for solution providers to stay relevant, they’ll need to get closer to the customer and think outside the box when it comes to the way they recommend, supply and support technology across the board.

We’ve outlined five fresh strategies VARs can tap to boost sales, stay visible and gain market share with current and future customers.