Intelisys has over 200 suppliers – which suggests you could be overlooking some incredible products. Are you offering cybersecurity insurance? How about Starlink? Payment processing? Those are just a few of the hidden gems you can find in the Intelisys portfolio.
Let’s take a look at some new and frequently-requested solutions – solutions that your prospects and customers are already craving.
Cybersecurity Insurance
Cybersecurity insurance provides a business with coverage in the case of data breaches and other cyberattacks. It’s a vital product these days, because let’s face it – becoming a victim of cybercrime is no longer a case of “if,” but “when.”
The cybersecurity insurance provider in our portfolio offers customizable policies, allowing businesses to get coverage that some other providers don’t offer – including for nation-state attacks and framework non-compliance.
And then there’s the paid cybersecurity assessment, which has to be conducted so that the insurance provider can decide if the customer is insurable. This might sound like a curse, but it’s actually a blessing – because the customer doesn’t pay for assessment, the provider does. The assessment will bring up cybersecurity weaknesses that you can then use to offer the customer additional solutions from the Intelisys portfolio.
So while you’re selling one product, you’ll get a blueprint for cross-selling other solutions to the same customer.
Managed Print Services
With managed print services from our suppliers, customers get more than just printers. They can also count on:
- 24/7 help desk support
- Repairs and proactive maintenance
- Automated ordering for supplies
- Analytics and business reviews
- Print security services
- Nationwide coverage
So you’re offering your customers everything they need to print consistently.
One of our Sales Partners recently scored a big win in the managed printing space. The customer was frustrated with their service from HP Direct, and the Partner managed to sell them a 4-hour SLA. Not only was the customer able to stop stockpiling spares, but they also reduced their print costs by 20%. Oh – and the Partner commission was a cool $85,000 a month.
The Partner was also able to cross-sell the takeover of a Cisco Meraki agreement, which totaled $700,000 in MRR. How’d they do it? Just by asking questions during the managed printing implementation – questions like, “Is there anything else we can help with? How about those older APs?”
See how these “hidden gems” can help you cross-sell the products you’re already focusing on?
Starlink
Starlink is a low earth orbit satellite system (engineered by SpaceX) that provides high-speed, low-latency internet service.
Use cases for Starlink include:
- High-speed internet in rural areas without other broadband access
- Temporary service at event locations
- Emergency internet access and disaster recovery
- Internet service for mobile locations (trains, RVs, ships, etc.)
- Non-terrestrial backup broadband
Customers are really interested in this technology – and it’s obvious why. The low latency makes Starlink way more useful than older satellite systems. You can use it for voice and video without any issues.
It’s hard to ignore the ease-of-use factor. The Starlink solutions in our portfolio are fully managed, so they usually include installation services – but most customers find the technology is basically plug-and-play.
There’s a good chance your customers are already curious about Starlink, so why not bring it up in conversation?
Emergency Management Platform
Our supplier 911inform offers an emergency management platform with 3 distinct services:
- Location discovery service. This is a traditional e-911 service that offers compliance with MLTS/PBX legislation. It also includes interactive maps that first responders can use to locate the caller.
- Cellular 911 call location and notification. This solution creates a “geofence” around a location, then sends a notification when a 911 call is placed from within the “fenced” area.
- Connected building. This allows a school or other customer to integrate interactive floor maps with a school information system and existing security features like door access controls, security cameras, alarms, and voice controls.
Note: These can be bundled together or sold as standalone services.
While these solutions are potentially appealing to lots of customers, they’ll be especially useful for anyone in state or local government. Got customers who manage educational environments – like elementary schools or universities? They’ll be interested in solutions that can keep their students safe.
Payment Processing
Payment processing (aka merchant services) is a solution that enables customers to accept credit and debit card payments – along with ACH and wire transfers.
Customers generally use these services to accept payments in 5 key channels:
- E-commerce
- Mobile payments
- Call centers
- In-person sales (card-present)
- Recurring billing
Payment processing has been around for a while, but we think it’s about to explode. Why? Because companies in the B2B space are using credit cards more than ever before. That means many of your customers are going to need to accept cards, and in a flexible way that keeps their customers happy. Often, this involves payment processing solutions that don’t require the card to be present.
So, how should you go about selling payment processing solutions?
First of all, make sure you’re talking to the right people in a company. The CFO will probably be the final decision-maker, so you could start there – but you might also want to reach out to a treasurer, a controller, or even someone in the IT team who deals with integrating payments.
Also, listen to your customers to see if they mention any pain points related to payment processing. Are they grumbling about the cost of accepting credit card payments? Do they speak wistfully of a desire for lower fees? If so, it’s time to start offering solutions.
And if your customers don’t mention these pain points on their own, you can just ask them, “How are you accepting payments from your customers?” With a single open-ended question, you can get them rattling off complaints in no time.
From there, you can do what you already do so well: sell them high-performing IT solutions.
Learn More
For questions about these (or other) solutions in the Intelisys portfolio, reach out to your regional Solutions Engineers. Together, we’ll take full advantage of the wide range of solutions on offer.
