Forget Price. Sell Solutions.At this week's XChange '08 conference, Everything Channel CEO Robert Faletra advised solution providers on how to increase their margins: "'If you position yourself in the market properly you will get premium prices,' he told solution providers. 'Being able to define a business solution is where the profit lies.' Successful solution providers are structured around practice areas that can be either technology based such as virtualization and storage, or vertical markets such as healthcare or financial..." The funniest response came from Delta Max President Robert Swanson, who was heard saying, "Technology is so last decade." For more of Robert Faletra's advice on positioning your solution provider organization, see We Need To Talk Less--And Do More--About IT: "In the early days of the market, customers were willing to pay more for faster and better technology. Now they want the solutions and leverage that the legacy infrastructure offers." Posted by Joe Caponi at 03:47 PM, August 20, 2008 This is a public forum. United Business Media and its affiliates are not responsible for and do not control what is posted herein. United Business Media makes no warranties or guarantees concerning any advice dispensed by its staff members or readers. Community standards in this comment area do not permit hate language, excessive profanity, or other patently offensive language. Please be aware that all information posted to this comment area becomes the property of United Business Media LLC and may be edited and republished in print or electronic format as outlined in United Business Media's Terms of Service. Important Note: This comment area is NOT intended for commercial messages or solicitations of business. |
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