Grocer Moves Shopping to the Palm of Customers’ Hands

The biggest financial benefit of an integrated information technology (IT) platform and architecture is not only that it improves the productivity of an organization’s IT infrastructure but also that the platform improves the experience of the customer. This report reviews a case where strong customer experience led to competitive differentiation.

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From VAR to Solution Provider: Five Strategies for Business Transformation

  • Source: Computer Economics, Inc.
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The traditional value-added reseller (VAR) business—comprised of companies that add features or services to an existing product and then resell it as an integrated product or complete solution—has become more challenging, with declining product margins, increasing competition, and lower-cost alternatives to proprietary products. The pressures are causing many VARs to grow their businesses from simply selling products to offering more comprehensive solutions built on a richer set of services and recurring revenue models.

For decades, VARs have been an important channel for original equipment manufacturers (OEMs), like computer manufacturers and software vendors, to reach customers. The “value-add” can simply be to provide local implementation and hands-on support or it can involve adding other hardware, software, and services to tailor the OEM’s product to a specific industry, problem, or use. In many markets, customers prefer buying from VARs instead of directly from OEMs, as VARs are closer to the customer, offer local support, and are in a better position to develop long-term relationships.

The VAR business model has been attractive in the past, as it was profitable to resell OEM products. Over the past decade, however, product margins have been shrinking as the result of several long-term trends. In this report, learn about five strategies for making the transformation from VAR to solution provider. The changes needed require a new view of the business and a new mindset, to move from a deal mindset to long-term customer relationships, become invested in customer success, and transition from cash up front to realizing revenue over the life of a contract. Read More

Transitioning Enterprise Customers to the Cloud with Pulse Secure

  • Source: Pulse Secure
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For service providers and the enterprises that use them, cloud-based deployments mean issues of integration, accessibility, usability, and security. Software-as-a-service (SaaS) providers must consider these factors when working towards fulfilling the needs of their customers. This overview of Pulse Secure—a provider of access and mobile security solutions—outlines the considerations for and benefits of transitioning customers and information to a cloud environment. Read More

Transitioning Enterprise Customers to the Cloud with Pulse Secure

  • Source: Pulse Secure
  • Written By:
  • Published:
For service providers and the enterprises that use them, cloud-based deployments mean issues of integration, accessibility, usability, and security. Software-as-a-service (SaaS) providers must consider these factors when working towards fulfilling the needs of their customers. This overview of Pulse Secure—a provider of access and mobile security solutions—outlines the considerations for and benefits of transitioning customers and information to a cloud environment. Read More

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How to Create a Unique Shopping Experience, Part 2: Anticipating the Customer

  • Source: The Economist
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In the face of increasing global competition, a retail company can remain visible only if it provides a differentiated shopping experience for customers. The majority of retailers, however, are still struggling with inadequate technology and the difficulty of hiring and training competent in-store salespeople. Discover the strategies other retailers are using to anticipate customer needs and improve customer satisfaction. Read More

How to Create a Unique Shopping Experience, Part 1: Understanding the Customer

  • Source: The Economist
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To customers bombarded with so many products and experiences, it is the brave retailer who can claim to offer anything unique by way of intelligent merchandising or customer service. So how do retailers try to hook customers with fresh, unusual, and relevant shopping experiences? Learn about the results of a global survey of 180 senior retail execs, looking at three aspects of merchandisers’ relationships with customers. Read More

Challenges of the Future: The Rebirth of Small Independent Retail in America

By any measure, retailers are overwhelming small businesses. More than 95 percent of all retailers have only one store. Almost 90 percent have sales less than $2.5 million (USD), and more than 98 percent have fewer than 100 employees. To compete, small businesses need to be innovative, and understand both personalization and value, and how to execute best practices to build success. Read More
 
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