“8 Ways Every Solution provider Can Profit from Rollouts Now” demonstrates how rollouts are creating strong sales opportunities for solution providers of all sizes. Importantly, it also addresses how solution providers have finally “cracked the code” of transforming this high-volume business, which is extremely service intensive, into a high-profit business via innovative on-site service delivery models that let them find the contract IT service professionals they need, right when they need them.
WHITE PAPER:
TURNING ROLLOUTS
INTO REVENUE:
8 WAYS TO START
GROWING PROFITS TODAY
APRIL 2007
SMThe Online Marketplace for On-Site Technology ServicesTURNING ROLLOUTS INTO REVENUE: 8 WAYS TO START GROWING PROFITS TODAY
TABLE OF CONTENTSRollouts: The Profit Sweet Spot For Solution Providers.................................................................. p. 1Why Rollouts? Why Now?.............................................................................................................................. p. 2Speed Bumps On The Road To Rollouts................................................................................................. p. 3Increasingly, Variability Equals Profitability............................................................................................ p. 3Rolling Up The Rollout Opportunity: 8 Critical Keys........................................................................ p. 5About OnForce .................................................................................................................................................. p. 7
ROLLOUTS: THE PROFIT SWEET SPOT FOR SOLUTION PROVIDERS John Keenan, Senior Vice President at Network Dynamics, points to IP telephony, networksecurity and wireless.
George Harris, owner of GA Services, says that, given rapid technology advances, the markethas cycled to a point at which corporate technology refreshes are on the upswing.
Ron Silliman, Gartner's Principal Analyst for Infrastructure Support Services, adds that®Microsoft's long-awaited launch of Windows Vista will slowly but surely prompt enterprisesto implement deferred technology refreshes - a trend that will grow in intensity through2007 and really gain momentum in 2008.
Mainstream adoption of new technologies. Cyclical technology refreshes. The Vista factor. For these and many other reasons, the usual steady stream of large-scale technology rolloutsis surging - and promises to unleash a torrent of opportunity for solution providers in the coming years.
This white paper demonstrates how rollouts are creating strong sales opportunities forsolution providers of all sizes. Importantly, it also addresses how solution providers havefinally "cracked the code" of transforming this high-volume business, which is extremelyservice intensive, into a high-profit business via innovative on-site service delivery models.
1WHITE PAPER: TURNING ROLLOUTS INTO REVENUE: 8 WAYS TO START GROWING PROFITS TODAY
WHY ROLLOUTS? WHY NOW?Laura Blackmer, Senior Vice President of Sales for OnForce, echoes the points of view ofJohn Keenan and George Harris.
"Rollout business has been around for a long time," Blackmer states, "but many solutionproviders haven't been equipped to capitalize on it. Now, whether they're being pushed byPOS system upgrades, Vista, VoIP or security, there are more opportunities in rollout work."
As Executive Editor of Business Solutions, Brian Sherman has his finger on the pulse ofindustry trends.
"What I hear from VARs is that there is a lot of activity installing Network Operations Centers,as well as in the areas of network security and VPN management," Sherman comments. "POSThe second major is another hotbed with lots of implementations and a great deal of growth being driven bypost-Y2k buying WIPOS - Windows-based POS - which is being rolled out to replace the old, Y2K-eracycle is upon us. systems. Compliance mandates are yet another driver - for example, the PCI compliancestandards for data protection in retail."- Ron Silliman,Gartner Gartner's Silliman adds, "Y2K created a phenomenon worth noting. Y2K caused a verylarge buying cycle in 1999 and into 2000. Our data indicates that the average technologyrefresh cycle is about 3 to 4 years for most enterprises. And, in fact, we saw significantpurchase/rollout activity in 2003-2004 - 3 to 4 years after the Y2K-driven buying spree."
Silliman contends that the second major post-Y2K buying cycle is upon us. His belief, though,is that because of slow-building Vista adoption, the cycle will be extended into 2009-2010.
There are other factors at play. In George Harris' view, "More customers today roll outEnterprises with technology implementations on a regional or even national basis. We do a lot of workthousands of with retailers who are all over the map - literally." teleworkers orhundreds of branch Harris' p... [download for more]
