Transforming your business from a capital expenditure sales model to a more services-focused approach isn't a painless process, but it's well worth the effort, according to AccuCode CEO Kevin Price.
Price recently spoke at UBM Tech's NexTI 2012 event in Las Vegas about how his company went from big IT projects to a hardware-as-a-service model that's rich with monthly recurring revenue. In an interview with CRN TV during the event, Price talked about AccuCode's big switch.
"It's a very different perspective to own and operate a system on behalf of your customers every day than it is to sell them a system and wish them luck," Price said. "It's a lot more profitable, scalable and repeatable business model because the customer needs you to keep showing up every day and doing your job."
Price explained the key elements that helped AccuCode, which specializes in business process automation and barcode solutions, completely change its go-to-market strategy. For more on AccuCode's transformation, watch the full interview with Price.
PUBLISHED NOV. 16, 2012