Video wall solutions are becoming increasingly effective in marketing products across a wide range of verticals such that the video wall market is anticipated to grow at a rate of 19.8% from 2015 to 2019, according to recent reports.
That means that a value added reseller who wants to command more market share will likely need to pay much closer attention to how your customers plan on implementing video wall solutions and what their expectations will be. Is a turnkey solution more important to your customer than ROI or vice versa?
And because video wall solutions are used in a wide array of applications, there is no one-size-fits-all solution for a VAR who wants to maximize their own company's profitability and garner repeat business in an increasingly crowded pro av landscape.
Here are a few vital but often overlooked things for VARs to consider when selling video wall solutions to customers.
1. Not understanding client budget or project scope.
One of the first things VARs may hear from a customers is that video wall solutions are too expensive and one of the biggest ways to compound that trepidation is to oversell your client on a solution that is beyond their budget and doesn't meet their project needs. Having a clear understanding of project scope and being prepared with a variety of customized solutions will enable your customer to make the right spending decision. For example, are you selling a 3x3 video wall configuration when a 2x2 will meet your customer's needs both budget and project wise? Is your customer aware that cost cutting now with inferior hardware may lead to higher maintenance and repair costs down the road?
2. Not explaining that they don't have to be too complicated to run. Refer them to qualified turnkey systems integrators.
Another huge customer concern is that video wall solutions are inherently complicated to run and some may well be, but lately, there are more and more pro av vendors offering 24/7 one-stop shopping where everything from software and hardware installation to upgrades and round-the-clock technical support.
3. Not showing relevant examples/solutions of where they work in real space.
Seeing is believing and when it comes to a major investment like a video wall solution, showing your customers a bonafide example of how to make their money work for them can go a long way in getting a customer with cold feet to buy your solution as opposed to someone else's. If your client works in the retail space, you may want to arrange a site survey showing examples of your work in order to close the deal
4. Not clearly understanding your customer's business needs.
Will your customer need NFC capability or other enhancements like 4K resolution in order to make an impact? Is there a strategic ROI plan that defines success and brand visibility? What sort of environment will the video wall be installed in e.g., in harsh outdoor conditions? All of these questions and needs if not addressed can impact your bottom line as a VAR.
5. Forgetting to match content with hardware capabilities.
Offering your customer the right video wall solutions that maximize customer satisfaction should be goal number one. Even though video walls outwardly may all look "vanilla" they're not. There are a wide variety of bezel designs , video wall processors and interactivity options that need to be compatible with your customer's content. Is interactivity a primary concern? Perhaps your client may only need a smaller monitor to make an impact. Offering 4K resolution may be better for a client deploying hi-res video or photographic content.
Are you offering your customers the best video wall solutions possible?