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Improved utilisation of a client’s IT budget through financed solution is a topic resellers often struggle to grasp, especially at the SMB level. Customers can express shock at the cost of an IT proposal, resellers can be scared off selling the right solution for fear of reducing the IT services budget, and can struggle with giving clients valid reasons to continuously renew IT equipment.
This webinar seeks to address those concerns and challenges. Mathew Dickerson, SMB veteran and Finlease IT technology finance specialist, Bill McMullan will walk you through some of the key discussion points for SMBs and finance.
At the end of the hour, attendees will come away with a deep understanding on how to emulate proven sales techniques to grow your clients’ IT budget and improve your sales performance.
The webinar will raise the following questions:
- Why all proposals should sell value (not cost)
- How to calculate the true monthly cost of your proposed IT solution
- Why spreading the cost of IT infrastructure will improve sales conversion
- How you can get a continuous IT credit facility in place for your clients
- Why a client is more likely to buy when presented with an instant ROI
- How to calculate an ROI for your clients and justify the investment
- Why a financed solution drives continuous revenue streams
- How finance can improve your margin
Mathew Dickerson, Managing Director, Small Business Ru!es
Finlease is pleased to introduce Mathew Dickerson, a well-known personality and SMB veteran within the Australian IT reseller community.
Mathew built his own reseller business, AXXIS Technology, which under his leadership quickly became one of the most successful IT service businesses in Australia. AXXIS won numerous accolades including Microsoft Partner of the Year and the prestigious Small Business Champions Award. In 2010, ASX listed company, Anittel Limited purchased AXXIS Technology in an exchange valued in excess of $2 million.
Mathew is a regular commentator on IT and business media. He has published his own business titles including SLAM Service Level Agreement Model and Small Business Ru!es. Mathew is the current sitting mayor in his home town of Dubbo, NSW.
Bill McMullan, Technology Finance Specialist, Finlease IT
Bill McMullan represents Finlease IT. He brings with him a wealth of technology finance knowledge, accumulated through almost 20-years working in the areas of technology and finance.
Bill has worked for several technology specialist funders including AT&T and Dell. He has considerable experience in developing solutions that assist the SMB sector migrate to newer technologies.
Bill’s role with Finlease IT is wholly focussed on servicing IT channel partners. This includes assisting with technology proposals to show the real monthly cost of equipment and eliminate any “price shock” and resistance associated with a cash flow funded technology purchase.
Matthew Sainsbury, Editor - ARN Magazine
Matthew Sainsbury is the editor for ARN Magazine and will be moderating the webcast.