As the global business, education and health care communities become increasingly technology-focused and ever more mobile, the growth of video conferencing is bound to continue. Video conferencing brings a wide range of benefits to end users in many different fields, and the technology holds exciting potential for value-added resellers (VARs) who know how to effectively sell it.
Video conferencing can lessen a company’s travel budget, improve productivity, maximize customer service, enhance collaboration and more. As a VAR, your job is to make end users aware of these perks in order to really capitalize on the video conferencing opportunity.
By familiarizing the benefits of video conferencing, you’ll increase revenue in multiple ways:
1. Diversify your product offering.
Maybe you’ve been offering a fairly standard set of products and solutions, such as lighting, audio, networking and control systems, throughout the life of your business. If so, video conferencing offers a chance to diversify your product offering and reach more customers.
One of the benefits of video conferencing is the fact that end users from so many verticals are demanding the technology. By embracing video conferencing, you can start marketing yourself to entire new industries.
2. Earn “adjacent” business.
Once you’ve branched into video conferencing, your company may be exposed to a whole new world of projects. With a portfolio of successful video conferencing installs, VARs often begin earning work in adjacent areas, such as building automation, digital signage, whole-house audio and lighting, and video and audio recording systems.
Pay attention to the needs of your video conferencing customers. For example, one day they may want to expand their system to include the ability to record meetings and seminars, or add continuous presence to their video meetings. By understanding how their business works on a day-to-day basis, you’ll be more in touch with their needs, both now and in the future.
3. Set yourself up for strong ROI.
For both VARs and their customers, video conferencing promises a strong ROI. Your investment in video conferencing will pay for itself relatively quickly, especially if you’ve already been working with other pro AV and digital signage systems.
For VARs, branching into video conferencing usually only requires a small investment in new equipment and training. However, you’ll likely be ready to sell video conferencing alongside your other systems within a very short time.
4. More referral business.
Happy customers are more likely to positively review your business online or pass on your card to one of their friends or colleagues. Since video conferencing is experiencing steady growth, it represents an exciting opportunity for you to build your referral business, for years to come.
5. Creating recurring revenue.
For VARs who know how to sell it, video conferencing isn’t just a one-time value proposition. The technology creates great opportunities for recurring revenue, in several ways, while also building long-lasting customer relationships. For example:
- Offer ongoing service and support contracts for video, voice, telephony and more
- Provide video conferencing SaaS for a monthly fee
- Provide streaming content for digital displays that are used in conjunction with video conferencing systems
How has video conferencing helped you to increase your company’s revenue? What tips do you have for VARs who are just getting started in video conferencing?