Mobile IT--Commodity or Value-add?

  • Source: Quocirca Ltd
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Remote working is not new, but increasing dependence on instant IT access has led to increasing demands for mobile data services. Certainly, these services can be complex, and it is valuable to be insulated from the effects of rapid change. But ultimately, mobile access should be considered as just one aspect of IT usage, rather than as a separate entity.

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Case Study: Xirrus Increases Cross-Sell & Reduces Errors with CPQ

Xirrus, a leader in high-performance wireless networking, was faced with a long and tedious quoting process. Sales reps would often forget components, forget to add support, and even had to retract on discounts. What’s more, a sales engineer had to review each proposal because of its complexity. CallidusCloud’s CPQ (Configure Price Quote) was introduced to simplify the quoting process. Find out how Xirrus benefitted from the CPQ solution. Read More

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

Cracking Healthcare 2015: Digital, Mobile, Compliant

  • Source: Delphix
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  • Published: February 17 2015

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