If a customer asks you about financing, do you have a plan? Inteconnex – an NSCA integrator member based in Cedar Rapids, IA – was working closely with its client, Strategic Print Solutions, a print management company in nearby Hiawatha, on a complete upgrade to its IT infrastructure, totaling approximately $120,000 in equipment. To avoid Read the full article…
Many of the most successful RMR salespeople we know talk in monthly payments from the very start of a sales conversation. When a customer asks them to quote a price on a technology system, the monthly payment is presented – not the overall cost of the system. Taking this approach isn’t beneficial only for you Read the full article…
Over the past couple of weeks, I’ve had the pleasure of spending a lot of time with the NSCA team and some of their members. What stands out the most to me is that NSCA members are unlike a lot of other companies GreatAmerica works with. GreatAmerica started financing copiers 25 years ago, but has Read the full article…
Rejoining the NSCA staff nearly 11 months ago (after a 10-year stint with AtlasIED) has given me a great opportunity to reconnect with systems integrators and other leaders on the key business issues facing our industry. (At AtlasIED, I was focused on export sales. International business is based on distributor relationships in certain regions or Read the full article…
Not long ago, the goal for most NSCA integrator members was to bid/win, complete jobs on time, get paid, and move on to the next project. We could make plenty of money doing that, and we knew exactly how to do it. Today, however, the new normal for systems integrators has become building recurring revenue Read the full article…
Just when we thought we had it all figured out, the annual Pivot to Profit conference caused us to take a serious look at the integration business model – again. Business as usual is basically gone: That’s what we heard from groups of integrators as they participated in conversations, listened to presenters, and looked toward Read the full article…
You know that as-a-Service is gaining momentum – that it’s the future. But have you ever wondered why? What happened to drive this trend so quickly? Why is it continuing to grow instead of dying out? According to GreatAmerica, an NSCA Business Accelerator, there are three big reasons why as-a-Service is more attractive than ever. Read the full article…
Over the next few months, we’ll take an inside look at how the NSCA 2017 Excellence in Business award winners have adapted to the constantly changing industry. The story of ClearTech is second on the list. (If you missed the first blog in our series, click here.) For the successful launch of its managed services Read the full article…
From the very onset of the first annual Pivot to Profit conference last week in Dallas, we could sense that things are about to change. The need for integrators to “pivot” became evident as Intel’s David Buchholz demonstrated levels of innovation that could disrupt our current recurring monthly revenue (RMR) models. We quickly realized that Read the full article…
NSCA is partnering with PSA Security and Synnex to bring the industry the first-ever conference dedicated to helping integrators establish and maintain recurring monthly revenue (RMR): the Pivot to Profit conference. This topic has been top-of-mind for a while, but many firms struggle to determine the right processes and timing to follow in order to Read the full article…
