OPINION
Tough times call
for a new approach
Despite the financial downturn, business opportunities remain for
resellers offering the right combination of cost saving products and
value added services, writes Mark Beauchamp, European marketing
manager for Citizen Systems Europe.
hese are challenging Mark Beauchamp: “With
T
times – there’s no doubt buyers out to prove their
about that. The global worth and keep their jobs,
economic crisis is
they need to know they are
making it hard for
making a sound investment
businesses to stay afloat, let alone
that will deliver real value
grow. However, the media has a
to their companies.”
lot to answer for. The continuous
supply of doom-laden newspaper
headlines we’ve seen over operations, cost-saving products
the past six months or more and services now really come into
have encouraged a feeling of their own. In the IT industry, this
hopelessness when instead we means providing customers with
should be focusing on how we the technology to allow them to
can weather this storm. achieve more with the modest
budget they now have. To do this,
it is more important than ever to
“
With less money
communicate the benefits of the
latest products effectively. How
to spend, competition
can they save the end user money,
or make them more efficient? With
is tighter than ever,
buyers out to prove their worth
and with increased
and keep their jobs, they need to
know they are making a sound
competition there’s no investment that will deliver real
room for complacency
value to their companies.
or doom and gloom.”
At Citizen Systems Europe, we’ve
always been focused on developing
products that increase productivity
If the IT sector is to stabilise its and cut costs, so this is no major
profits and repair its balance create opportunities and win them,
Cost-saving products and
shift in priorities for us as a
sheets, it needs to accept the but for those companies with a manufacturer. But we understand
new set of challenges it faces and focussed business strategy, a
services
that now more than ever we
tackle them head on, rather than well-oiled sales and marketing As always, we need to focus on need to make sure our resellers
battening down the hatches and effort and, of course, the right what the market needs. With understand the benefits of the
waiting for the clouds to pass. product or service offering, there businesses reigning back on products they are selling and
There is still business out there remains plenty of potential for spending and looking for ways how best to communicate them
to win. It may be more difficult to new business. to increase the efficiency of their to end users. >>
40 IT RESELLER – APRIL/MAY 2009
www.itrportal.com
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