By Lindsay Bohon – Office equipment dealers have been looking for ways to diversify revenue with adjacent solutions to offer their customers. Software and Managed IT solutions have jumped to the top of that list. (Read more about software in a recent post by Mitch Leahy.) As dealers grow in these offerings, we hear their concerns about upfront costs being too expensive. Some say it could take a year for one contract to breakeven. There is also a fear that money will be left on the table. I can tell you that’s not the case!

Our sister business unit conducted a survey of their solution providers who sold Hardware as a Rental® (HaaR®) similar to an As-A-Service model. With HaaR, GreatAmerica pays you upfront, easing the burden on your dealership’s cash flow. The survey results show that those selling HaaR® were able to overcome the sticker shock of combining IT hardware, software, installation, and service by combining it into a manageable monthly payment option. Read more about how they’re able to close deals easier, enhance their cash flow, and create higher margins.

(Originally posted by Stephanie Steimel on the Unified Communications and IT Blog.)

We commissioned a survey last quarter to gauge how much of an impact monthly payment models, similar to As-A-Service, were having on technology businesses and if it’s worth changing your model to adopt it. The 200 partners in our survey responded with a resounding YES: Hardware as a Rental® (HaaR®) and other monthly payment approaches that combine hardware, software, installation and services into one invoice are helping sales AND margins.

Here’s what Solution Providers like you say are the top benefits:


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