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How a reseller can use financing to help grow their business

September 28, 2022

How a reseller can use financing to help grow their business
 
powered by Sounder

Tight budgets make it difficult for businesses to purchase the solutions they need when they need them.
 
The solution: create the opportunity for flexible payments. A business may not be able to afford the entire product upfront, but they can build a monthly payment into their budget.
 
Ingram Micro is helping make this a reality for partners. 
 
Shelby Skrhak speaks with Scott Pecnik, chief executive officer at PacGenesis, and Jeremy Covert, financial solutions executive at Ingram Micro, about:
 
  • The challenge of budgetary constraints for businesses
  • Ingram Micro’s financing solution
  • Where technology is headed in the next year

The challenge of budgetary constraints for businesses

The greatest challenge facing businesses today is not technological, but financial. Jeremy explains, “With today's competing capital markets and tight budgets, it makes it difficult for businesses to purchase the solutions they need when they need them.”
 
To combat this, partners are looking for ways to leverage flexible payment solutions in order to sell around the budgetary constraints. And it’s worth the effort—approximately 68% of customers surveyed said the availability of leasing and financing was important to their partner selection process. 
 
Total cost of a solution just isn’t as important in today’s market as a monthly payment that fits into a business’ budget. According to Jeremy, “When partners offer a payment option, along with the total solution costs, they're increasing their probability to close a sale by 28%.”
 

Ingram Micro’s financing solution

Once Scott and his business put a focus on resale in 2018, it didn’t take long for them to realize the power of finance when it came to closing deals. Now a conversation around financing is part of every sale.
 
Partnering with Jeremy and Ingram Micro, Scott quickly saw their value—because of the partnership, Scott is able to stand out against competitors with not only the technology businesses need, but the financial flexibility alongside it.
 
“Everybody wins in that scenario. The customer may have gone with a competitive solution, or may not have been able to acquire a set of new customers because they don't have the solution. And so being able to provide them with the technical solution, but also the financial solution to help them grow their businesses is pretty satisfying,” Scott says.
 

Where technology is headed in the next year

As we look out over the next year, one thing is certain: businesses will continue to need financing solutions and the latest technologies.
 
One way Ingram Micro is preparing is through their technology refresh program—keeping customers using the latest and greatest tech.
 
Jeremy explains, “For you as a partner, this is a great option as well, because it keeps that relationship with your customer. So, three years from now, you have another solution that you can go back and sell to your customer.”
To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk
 
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