Lessons In Leasing?

The triggers for this blog entry were twofold: the recent launch of a leasing Web site by megaVAR Forsythe Technology and the merger last week of two computer rental services companies, Rent-a-PC and Bit-by-Bit Computer Rentals.

A quick synopsis on both.

The LeaseWithForsythe Web site is positioned as a destination for finance and IT executives interest in their options. It includes commentary and an "Ask The Expert" area where visitors can submit questions. The launch follows the appointment of two senior-level Forsythe executives to lead its leasing business. They are John Carcone, who was named senior vice president of financial services, and Sally Knapp Buchanan, who is senior vice president of marketing.

Carcone's job will be to develop the solution provider&s 130-person national sales force so that they can better represent its leasing business and to serve as an executive sponsor for large-scale opportunities. Buchanan, who leads all Forsythe marketing, has a mandate to boost the visibility of its leasing activities. Thus, the launch of the Web site.

Meanwhile, Rent-A-PC seems interested in shoring up what it bills as a leading national position when it comes to short-term equipment rentals. The Hauppauge, N.Y.-based company&s acquisition of a majority stake in Bit-by-Bit of Eugene, Ore., gives it a larger presence on the West Coast and brings its total locations to 17. The company is projecting sales of $35 million for the year, up 35 percent from last year. Its business is to provide everything from computers to audio-visual equipment for rental terms ranging from one day to up to six months.

Call me crazy, but I think we&re about to witness a shift in the way people are willing to pay for their IT equipment.

Earlier this year, I was chatting with a small-business owner who insists on handling all of his IT equipment through leases, mainly so he can update his technology more frequently. If you consider that we&re about to enter a new age of innovation -- with dual-core processors and the frequent turnover of mobile and handheld computers -- this seems like a very prescient move. Couple that with the mindset shift associated with managed services: where people can schedule costs on a recurring basis instead of handling everything IT-related as a capital expenditure and I think Forsythe may be on to something.

What do you think? Argue with me at [email protected].