Integrators using D-Tools System Integrator can offer clients flexible payment options for projects and services
D-Tools and GreatAmerica Financial Services Corporation, a nationwide provider of commercial technology financing and value-added services, have worked together to provide electronic systems integrators using D-Tools System Integrator (SI) the ability to offer their clients flexible payment options for projects and services, and present them as part of the proposal process. This new integration is available now for all US-based firms utilizing the D-Tools SI software solution.
AV as a Service (AVaaS) is an alternative business structure that enables integrators to offer their clients the ability to pay for technology solutions along with product updates and ongoing service in small monthly payments as opposed to incurring a large up-front expenditure.
GreatAmerica provides an AV as a Service-like program, AV AMP, that allows integrators to bundle hardware monthly payments with their recurring support costs.
The AVaaS model benefits system integrators as follows:
- If accounted for properly, system sales can be recognized as recurring revenue, which increases the value of the business;
- Automatically builds in a service contract, guaranteeing service contract revenues;
- Has the potential to reduce the length of the sales cycle and increase close rates by transferring the decision for a large up-front investment to one with small monthly payments, and
- Provides a mechanism for maintaining a long-term relationship with the client.
AVaaS also benefits the clients of system integrators by:
- Eliminating the risk of technology obsolescence because technology is updated, as required, and
- Reducing system downtime due to the benefit of continual technology updates and an integral service plan.
“The idea of AV as a Service is finally becoming a mainstream commercial reality. Thanks to the limitless scalability of the Internet of Things, more customers across more vertical markets are moving away from wanting to own a depreciable asset that requires more maintenance over time,” said Kevin Kelly, President and CEO of Stampede. Kelly continues, “The emerging new reality is making a ‘pay-as-you-go’ service model much more appealing to a broader range of customers. This, in turn, is creating exciting new opportunities for forward-looking systems integrators to profit from an entirely new business model based on a shorter technology lifecycles. For the past 20 years, the IT industry has benefited from a 3-year lifecycle on its products, and AVaaS provides our industry with a similar opportunity. The growth implications for our entire industry are staggering.”
Bob Lobascio, a CTS and Partner at Corporate Sales Coaches, added, “As Chuck Wilson, Executive Director of NSCA, stated, ‘the financial health of integrators in the future will hinge on their ability to perform business model transformation.’ The key component to business model transformation has been to increase the ratio of RMR, and in the process, drive margin improvement. AVaaS is the best way to accomplish these goals.”
“Clients expect everything to be offered on a subscription, and monthly payments are critical for system integrators to sell more projects,” said Lee Rozeboom, Managing Director of Sales for the technology financing division at GreatAmerica Financial Services. “We are thrilled to offer D-Tools System Integrator users the ability to quickly quote monthly payments and add them to their proposals, along with monthly recurring charges.”
To see how D-Tools System Integrator can deliver profound visibility and results, sign up now for a free, personal online tour by visiting https://d-tools.com/live-demo-webinar/. A free 30-day trial of D-Tools can also be downloaded anytime at https://d-tools.com/hosted-free-trial-signup/.
To learn more about GreatAmerica Financial and its offerings, visit www.greatamerica.com.
About The Author
Tim Albright is the founder of AVNation and is the driving force behind the AVNation network. He carries the InfoComm CTS, a B.S. from Greenville College and is pursuing an M.S. in Mass Communications from Southern Illinois University at Edwardsville. When not steering the AVNation ship, Tim has spent his career designing systems for churches both large and small, Fortune 500 companies, and education facilities.