Thinking Green Could Be Sound Practice

Literally 25 pages of typed notes later (so much for the paperless office), I had the makings of this week's cover story on "green" technology. What I found didn't all that much surprise me: The high-tech channel's involvement with issues such as tech recycling, refurbishment and redeployment is very much regionally biased, with solution providers in certain states thinking more about the issue than others. Moreover, those of you with enterprise clients (which are more likely to feel the sting of government fines) seem more on top of what's going on than VARs focused more on a small-business clientele.

My discussions with solution providers that have taken the time to educate themselves on the issue have centered on several common themes. First off, they consider the green discussion to be the door-opener for a broader dialogue on end-to-end technology life cycles, and say it can help keep trusted advisers better engaged with their clients on a regular basis. Leasing plays a huge role. Just ask the financial services arms of either Hewlett-Packard or IBM. Some VARs now are building asset disposition services into projects from the beginning, which helps customers better budget for the entire life cycle. Others are building entire businesses around redeploying technology castoffs that could find a second career elsewhere.

On the flip side, the green imperative is making it easier for solution providers and certain vendors to make the argument for investment in all sorts of new technologies. The obvious ones include more power-efficient, multiprocessor server architectures that help cut costs for electricity or flat panel displays that not only use less energy but contain fewer harmful materials that could contaminate landfills. And what about thin clients that not only boast small footprints but suck much less power than older desktop systems?

Solution providers involved in selling green today will be the first to tell you that offering recycling or refurbishment services isn't necessarily a huge moneymaker for them, but it keeps them engaged with their clients for a longer period of time. Being green-aware also carries a certain badge of honor and could wind up being one of those check-off points of differentiation for companies seeking to improve their own green IQs.

How green is your business?
CRN Editor Heather Clancy welcomes letters at [email protected].