While studies show that technology spending is once again on the
rise, there's a reason you haven't heard a collective sigh of
relief from the software industry. While many budgets are once
again allowing for the purchase of enterprise software, hardware
and peripherals, there's no question that today's purchasers are
smarter, savvier and more selective than ever.
Laptop Battery Even though the purse strings have loosened, competition is at
an all-time high. It's no longer enough to provide a software
solution that meets the potential customer's needs, or even to
provide it at the best price. Today, smart vendors are constantly
looking for ways to stay one step ahead of the competition.
"Using WebEx Sales Center, customers now see exactly how our finance programs work. face calls."
Thinkpad While increasing sales is always part of a competitive business
strategy, software development companies often overlook a simple
method of accomplishing this objective - making it easier for
customers to buy.
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Microsoft One option increasing in popularity among software vendors is to
establish a customized finance program that provides no-hassle
financing solutions for your prospective clients. In addition to
"one-stop shopping," your customers can reap the other benefits of
financing that make it easier for them to commit to technology
purchases, including:
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Laptop Computers 100 percent financing - Many finance companies offer 100 percent
financing for the cost of software and maintenance contracts, which
requires no down payment. Because customers don't have to come up
with a down payment, they can make a purchase immediately, rather
than hold up the sale with a "wait and see" mentality that often
accompanies a dip into cash reserves. It also allows your customers
to invest more capital in revenue-generating activities.
Improved cash flow management - With software financing, your
customers can conserve capital for reinvesting in their business
and improve budgeting accuracy through fixed monthly payments.
Financing also makes it easy for customers to access multiple-year
budgets by paying for the benefit of your software over its useful
life.
Flexible payment structures - Customers can optimize project
budgets by taking advantage of the flexible payment structures
available through financing to maximize the return on their
investment. For
example, with software
financing, customers can ramp up payments to match the revenue
generation of a new technology project that is utilizing the
software being financed.
While financing provides a clear advantage for the buyer, when a
program is well planned, the list of advantages for software
developers, distributors and resellers can be even more
beneficial.
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Laptop Computer Improved Customer Relations
As noted above, financing packages add value for the customer by
enhancing their buying power, offering greater flexibility and
providing convenience. It also increases their satisfaction through
the ability to leverage their budget to acquire the total
technology solution - which could include software, hardware,
service, support, integration and training - rather than only the
parts and pieces they could afford through an outright
purchase.
Sendia's Streamlined Deployment Process Sendia has streamlined the deployment process so that companies seeking to empower their mobile sales people can have their teams up and running with the solution in a matter of weeks. Sendia's Wireless SFA gives salesforce.com subscribers instant access to their customer information. Sales teams can now access key customer information instantly while out on sales calls, between appointments, on business trips, or even on an airplane. Since Wireless SFA is accessed via a handheld device, no laptop is required, ups, ons and lengthy data retrievals.
Desktop Computer Shorter Sales Cycles
On the sales side, any customer who expresses some interest in a
product seems like a good lead. However, there are many times when
the question of how to pay for the new software prevents the sale
from happening. Time lost on dead-end deals can be eliminated when
financing is part of the sale, as the ability to pay is immediately
considered in the equation. In addition, many finance companies now
offer fast, easy credit and documentation processes, so you can
complete a sale quickly and avoid costly processing delays.
Notebooks Another benefit is that as software needs are being discussed in
the sales process, the finance specialist can work with the chief
financial officer or accountant to determine which financing option
and payment plan best suits business needs and cash flow.
Lenovo Direct customer financing can also save software vendors
millions of dollars each year by reducing the number of days a sale
is outstanding. Consider a company with quarterly cash sales of $50
million. On average, it can take 45 days to collect payment.
Assuming a borrowing rate of 6 percent, the 45-day lag in payment
results in a carrying cost of $371,204. If the same numbers are run
with a leasing finance program that generates payment within 2
days, the carrying cost drops $82,253, saving the company more than
$288,951 in one business quarter.
Hard Drive The Big Picture
Overall, equipment financing programs can:
Travelstar Generate larger, more profitable sales faster;
Increase account control;
Improve sales efficiency and productivity;
Lower days-sales-outstanding;
Improve cash flow;
Differentiate your company from its competition; and
Provide complete solutions for your customers.
Taking the Next Step
After identifying an interest in offering flexible financing as
part of the sales process, the next step is to develop a finance
program. By partnering with an experienced leasing company to
develop a finance program for your customers, you can transfer all
of the uncertainties of extending terms to your customer to the
finance company.
Gateway Partnering with an experienced finance company also means you
can concentrate on what your company does best - developing
software - while letting a finance expert handle the intricacies of
a finance program. Put simply, by working with a third
party, your company will receive
all of the benefits with none of the risk.
Laptop Parts Whether you choose to refer your clients directly to your
financing program partner or to work with a third-party finance
partner to develop an in-house program, it is essential to choose
an experienced equipment finance partner. During the sales process,
the finance expert will be working closely with your customers, and
it's important that his or her actions and service levels reflect
your company's ability to meet your customers' expectations. When
searching for a finance partner, look for a company that:
Software Is flexible and willing to work with your management team to
develop a program that will meet your financial objectives;
Is experienced in the IT and software finance world, since the
sales process, client-decision criteria, and revenue recognition
issues are different than that of capital asset sellers;
Provides
marketing support and materials
to help you promote your financing program
Is willing and able to provide your sales team with materials and
training to ensure sales team members are comfortable and easily
able to raise financing as an option with their clients; and
Is a financially stable, long-term business partner.
Companies in search of a leasing partner can visit Choose Leasing
(www.ChooseLeasing.org), a Web site developed by the Equipment
Leasing Association, where you can find answers to commonly asked
questions about leasing and search for an experienced leasing
company specializing in vendor finance programs.
Hard Drives RJ Grimshaw is director of sales, vice president of Key
Equipment Finance's Information Technology Group. Key Equipment
Finance (www.KEFonline.com) is one of the nation's largest
bank-affiliated equipment leasing companies. Grimshaw has more than
10 years of leasing industry experience. He can be reached for
questions at 713.354.4545.
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