Virtual Trade Show: VARs Say Green IT Can Save Customer Costs

A focus on cost savings is key to selling green solutions to customers, according to three solution providers participating in an panel discussion Thursday at Everything Channel's "Going Green" Virtual Trade Show.

The panel discussion, entitled "Reduce Your Customers Power Footprint - Their Savings Will Make You Green," was hosted by Robert DeMarzo, senior vice president and editorial director of the Everything Channel, and included Mike Healey, chief technology officer of GreenPages Technology Solutions; Peter Sierra, vice president of sales and marketing for powersolution.com; and Francis Poesta, president of P&M Computers.

With rising energy costs and the economy in recession, companies are looking for ways to reduce energy consumption to cut expenses. Businesses want to know how to continue to do business the way they've always done business, but with green solutions and a lower cost. The three panelists discussed techniques and best practices for offering green solutions to clients.

Mike Healey outlined a three-point plan for VARs to follow when offering green solutions to customers. First, Healey said, you have to show the immediate return of investment to customers. The next step is to demonstrate long term cost savings. Then, you discuss how it will protect the environment.

Francis Poesta agreed that explaining the cost-savings to the business aspect of the company is crucial.

"Companies are looking at saving any cost in a recession. Now they look at green solutions to save them money," said Poesta.

Although implementing green solutions often require costs upfront, Peter Sierra says that "companies will spend that money now, or they'll spend it later," having missed out on the potential cost savings.

Sierra also emphasized the importance of having a long-term strategy in mind for discussing with customers how to implement green initiatives.

"If you don't have a five-year plan, you're really shooting yourself in the foot," said Sierra.

The panelists also agreed that it's important to show customers that green solutions can be cost-effective, as many companies still believe green solutions are huge monetary investments. DeMarzo said a recent survey conducted by solution provider CDW showed that 51 percent of those surveyed were hesitating about going green because of the costs associated with a green solution.

Panelists also agreed that one of the biggest trends in green IT space is server virtualization, an outgrowth from the server consolidation trend just a few years ago.

"Going from 20 servers down to just three physical servers is huge" in terms of cost savings and green solutions, said Healey.