One such reseller, Technology Services Group
(TSG), which specialises in accounting software and IT
infrastructure, has seen a 15 percent rise in financing inquiries
from its customers in the last six months.
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“We use finance and leasing as often as we can
– it’s part of our standard proposition and is embedded in all our
proposals,” Jim Henderson, group sales director at TSG, says.
“It’s still too soon to say whether this will
translate into actual sales, though, as the market is much flatter
than a year ago.”
TSG was formed in 2003 by ex-Sage founder
Graham Wylie, and quickly expanded to over 350 employees in 14
offices.
Between 2003 and 2006, the reseller embarked
on a buying spree, acquiring 23 resellers across the UK and
expanding the business offering, which now ranges from software to
hardware and services.
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By GlobalDataHenderson says this strategy has helped the
business through the downturn.
“We have such a wide product portfolio and a
wide customer base that we always have something which suits a
business problem,” he says.
“Although there are many business problems, we
have many business solutions for them.”
Leasing plays a big part in helping customers
afford solutions. The reseller currently has a leasing penetration
rate of around 15 percent of its sales, but Henderson wants to grow
this to at least 20 percent this year.
“It’s in their interest to lease,” says
Henderson.
“When you’re looking at a network – which
typically needs to be refreshed every three years – being able to
determine a fixed cost from the outset and pay for it on a monthly
basis is sound business planning.”
The reseller generally works with Syscap, the
independent IT finance provider, but will also consider vendors
like Microsoft or Pegasus which occasionally provide deals.
Transactions typically range anywhere between £10,000 (€10,635) and
£250,000.
“Syscap takes the pain of the leases away from
us, allowing my salespeople to focus on what they do best,” says
Henderson.
