Partner Services' Vendor Services team is responsible for selling and reselling contractual services solely to its Reseller community for them to onward sell/resell to their end user partners. This is done on behalf of key IT manufacturers such as Hewlett-Packard and IBM. These contractual services allow the partner to complement their own in-house services capability coupled with an annuity revenue and margin stream to supplement that of product.
- Extended access to your customer's infrastructure
- The ability to touch new technologies
- Broadening the sell into your customers
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- Raising your status as a trusted advisor
- Demonstrate your value add
- The ability to remove unnecessary spend
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- Revenue that is easy to manage
- Revenue that is easy to forecast
- Revenue that is easy to renew
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Lower your cost of sale
- Reducing competition
- Increase retained margin
- Meet business needs
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Why buy Vendor Services through Bell Micro?
- Depth and breadth of relationships with key industry vendors such as Hewlett-Packard, Symantec and IBM
- A Bell Micro “Specialist Team” goaled and remunerated against selling contractual services
- Provide skills and resource to scope, track and close services business
- Broad-based experience across vendor service offerings
- Proactive management of quotations and renewals
- Leverage our 50+ years combined experience of contract services
Opportunity spotting vendor services
Profile
Any customer that is tackling big IT issues such as consolidation, or implementing virtualisation capabilities presents an opportunity. Similarly operational initiatives such as merger, acquisition or downsizing also provide scope for a vendor services sale.
Questions to ask
Who currently supports your IT environment?
Are you happy with your incumbent services provider?
Do you have a consolidated or disparate IT renewal?
Are you currently utilising remore electronic diagnostic tools?
Is your infrastructure correctly supported and how often is this reviewed?
Do you have a Business Continuity Policy in place and has this been tested?
Also listen out for customers mentioning:
Staff or skill shortages
Complaints of system performance, downtime or backup issues
System and/or storage management issues
Spiraling IT costs
Impending hardware, software, network upgrades
Business Continuity planning
Systems evolving into business sensitive/critical environments
Please click here for information on how to spot a contractual services opportunity.