Putting cost front and centre of your offer can be a hard call to make.
It can be interpreted as one dimensional. Unsophisticated. Even brash.
And yet, with a post-lockdown squeeze on procurement budgets of all sizes – and a V-shaped economical bounce-back to (hopefully) deliver – cost is key.
It’s key for end user businesses keen to capitalise on improved ways of working forced upon them by the pandemic but now here to stay.
And it’s key for channel resellers eager to support customers in their technology-driven recovery.
Functionality, quality and service are, of course, up there too.
But for many, price is where the conversation often starts.
And if, between you, you and your partners have ALL those bases covered, you’re in good shape to succeed.
Global value-for-money digital accessories provider Trust makes no bones about its compelling price-point appeal.
On average, it is around 20-30 per cent cheaper than other brands and prides itself on a no-nonsense, no frills approach.
But it is also fully committed to ensuring that its specialist teams provide the right advice, the right products and the right support.
“The starting position is very simple – good products at a great price,” says Trust’s Head of B2B EMEA Craig Hill.
“Our channel-based go-to-market model depends on our resellers being able to achieve the right level of margin, so we focus strongly on value for money. We believe that kind of honesty is important.
“But we provide a dedicated B2B product range that is only sold into the channel and we have sales and marketing teams with real expertise, not only in the technology itself but also in the specific challenges which exist in different countries.
“Taken together, we believe those are the components of a really strong proposition for our customers AND their customers.”
With a range containing over 800 products, Trust is able to provide pretty much all of business’ technological needs.
But pandemic-enforced new ways of working – and the hybrid office/home model likely to become the future norm – has inevitably intensified the focus on collaboration tools, in particular video cameras.
Trust’s affordable plug-and-play 4K-resolution ‘Iris’ camera is ready to use just 60 seconds after being taken out of the box.
Simplicity, it seems, is high on the criteria list as business unlocks.
“Video calling is the new default method of communication so kit has to be high quality and really easy to use,” says Hill.
“Organisations will have some of their people in the office and some working from home, so user self-sufficiency is critical. The new hybrid model will mean that face-to-face IT support won’t always exist and, for SMBs in particular, that will mean simplicity will be more key than it’s ever been.
“We have all grown very used to communicating and collaborating from home over our laptop webcams but when we start returning to the office, employees will demand more.
“Larger organisations will need quality, affordable video conferencing equipment that is also software agnostic in order to be compatible with the tools and apps we have come to rely on.
“For some that will mean updating existing kit, for others it will be a first-time purchase.
“For some organisations, those decisions will mainly be influenced by cost; others will look for a consultative, supportive hand to hold. It’s about being able to score highly in both of those regards.”
So, how about demonstrating that all-important return on investment?
Well, the pandemic-inspired hybrid model is certain to continue saving global business billions in travel costs.
Next to this, consider your time savings if you can avoid travelling – time you can spend on value added activities.
And the myth that homeworkers are less productive has long been de-bunked.
“If employees are given high-quality technological equipment and accessories to work with, they feel more empowered and more committed, which in turn improves productivity and efficiency,” says Hill.
“Those organisations that respond best to the new hybrid model will be those that see the value of technology.
“Pretty soon, millennials will make up the biggest proportion of the workforce and we know they will always look for the next new innovation.
“It’s our mission to help our channel partners make the most of that opportunity.”
To learn more about Trust and how it can help drive growth for you and your customers, visit www.trust.com
