Transitioning to the recurring revenue business model is the focus of more attention among retail IT VARs — but will your IT customers also be interested in making the transition?
A panel moderated by Mark Fraker, VP of marketing for BlueStar, discussed this topic at the Retail Solutions Providers Association (RSPA) RetailNOW 2015, Aug. 2 to 5, at the Gaylord Palms Resort and Convention Center in Orlando, FL. Panelists were VARs Hunter Allen, CEO of Cervion Systems, and Tom Bronson, CEO of Granbury Solutions, and Greg Grant, senior director of sales and business development for Phoenix Managed Networks, and BlueStar’s Jason Firment, director of POS and VARCOM.
Fraker asked Bronson and Allen for the top reasons their customers choose solutions provides as-a-Service over a traditional CAPEX purchase.
Bronson said customers at Granbury Solutions, which has transformed 76 percent of its business to the as-a-Service model over the past seven years, choose as-a-Service solutions “because we don’t give them any other choices.” He explained that his company bundles as-a-Service products together, combining Software-as-a-Service, managed services, and hardware solutions. “We just never lead with anything but SaaS,” he commented.
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