As a value-added reseller, it’s essential to constantly think about how you add more value to your customers’ experience. With the commoditization of technology and the ease of access, many customers purchase directly from providers. You need to offer relevant and valuable services to your customers to keep their attention.
Think about what services you offer and how you can ensure they always meet your customers’ needs. What can you do to improve the customer experience? How can you make sure that your products and services are always up to date?
By bringing attention to problems they don’t realize yet and becoming a source of information, you can maintain customer attention and stay ahead of the competition.
The Importance of Adding More Value for Customers
Value-added resellers (VARs) have always been an important part of the tech ecosystem, offering expertise and customization that manufacturers cannot provide. However, in the era of cloud computing and as-a-service models, VARs face new challenges.
With platforms becoming more commoditized and customers more likely to purchase directly from manufacturers, VARs must work harder to differentiate themselves.
Staying Ahead of the Competition
It is more important than ever for value-added resellers to find ways to stand out from the competition. Customers are looking for reasons to choose one company over another, providing value beyond simply selling a product or service.
Resellers can add real value and earn customer loyalty by helping customers with complex tasks such as budgeting, renewals, and sourcing intelligent data that helps them make timely business decisions. In addition, by creating a branded online experience, resellers can provide customers with a sense of recognition and connection. Finally, by investing in tools that help them accomplish these goals, resellers can ensure that they remain relevant in today's marketplace.
Too often, resellers view their role as providing a product and service produced by another organization. However, the best resellers understand their role is broader. Delivering a service inclusive of before and after the sales transaction helps to impact the customer's perception of your service. They see your company as a team member that helps solve problems and gives back time to create scenarios for consolidation of contracts and maintenance.
Leveraging a customer's data to explain things they did not know is the future of resellers. The 'V' in VAR will have to be what you do beyond sending a quote. You can differentiate yourself from your competitors and build long-term relationships with your customers by delivering value-added services.
ServTrax’s Platform Can Help
The ability to provide an online experience for product and contract renewal is a huge win for your value to the customer. It simplifies the complex tasks that impact the customer's day-to-day, like working from countless versions of spreadsheets and sending attachments destined to get lost in an email inbox.
With a trustworthy renewal platform, you can do consolidations and co-term scenarios that allow you, the reseller, to get in front of the OEM. With customer's need for convenience increasing, it is crucial that you provide an online experience where they can easily get what they want making things easier on your customers but also increasing their loyalty towards the company as a whole.
In today's competitive market, it's more important than ever to make sure that you're providing the best possible experience for your customers.
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