Technology providers know how quickly a compelling proposal that ticks all the boxes can lose momentum once the customer sees the up-front cost. Even in scenarios where the value of the solution is clear, finding the capital to invest can still prevent a project from going ahead.
For managed service providers (MSPs) looking to grow, having the right funding option available can help customers overcome the barrier without compromising the technology being proposed.
Shire has supported the ICT channel since 1990 in financing; On and Off premise telecoms, associated licences, IT hardware, software, laptops and mobile handsets. It had its place and still does to some extent.
The current climate shows a move to an as-a-service model and more products and services utilised by the end user on a subscription model. Our partners have commented on a rise in soft costs to enable these services to be consumed, along with settlement figures and early termination costs. To enable re-sellers and VARs to deliver their solutions, Shire have developed its Tech Rental product to encompass intangible assets such as professional services, product delivery, training, support and maintenance.
This is the glue that holds the end solution together, offering the customer an affordable OPEX payment and the reseller full payment once the kit is installed.
Through our Technology Rental offering, MSPs can give customers the option to spread the cost of solutions over an agreed term. This can make the investment easier to budget for while helping providers protect the scope and value of the original proposal.
Shire works alongside the MSP sales team to introduce Technology Rental at an appropriate point in the customer conversation. The aim is to reduce friction around upfront cost and make payments easier to budget for, all helping to create a clearer route towards future technology refreshes.
Technology Rental provides MSPs with a practical funding option that can sit alongside their existing technology proposals. At Shire, we take the time to understand each MSP provider, learning about the solutions it supplies and how it sells them before developing a tailored approach that works for the business and its customers.
Shire Leasing’s dedicated Technology Finance division works with IT channel partners, VARs, and technology suppliers to make Technology Rental part of their customer offering.
Every partner is supported by a dedicated Shire account manager, alongside finance sales training that helps teams discuss Technology Rental confidently with customers.
Our technology can provide approvals in as little as two minutes, ensuring partners can retain sales momentum when a customer is ready to move forward.
Talk to our team about how Technology Rental can complement their existing offering and remove barriers to investments so that they can turn more customer proposals into projects.