Case Study: Take Tier-One Solutions To SMB Retailers

By Mike Monocello, Business Solutions magazine

Storeworks takes on the giants in retail. That is, the integrator targets tier-one and upper tier-two retailers. To put that into perspective, Storeworks uses three metrics to identify potential customers. First, the prospect must have more than 200 stores. Secondly, the retailer must have at least 1,250 POS terminals. Finally, the customer must be able to support a project size of at least $3million in one of the integrator's focus areas. Those focus areas align with the common needs that Troy Stelzer, Storework's VP of sales, says most retailers share. They are: in-store wireless/mobility solutions, customer interactive solutions, payment solutions (PCI [payment card industry] compliance), digital signage, and POS peripherals. While you might not target retailers the size of Storework's customers, Stelzer explains that you can successfully offer many of the same products and services to your own customers.

Used with permission from Business Solutions magazine.