Little add-ons add up to big dollars
Value-added resellers, almost universally impacted by the country's financial crunch, are looking for more opportunities to increase deal size. Global positioning system (GPS) technology, although it is widely available and doesn't offer much in the way of markup, may nonetheless help serve the VAR's agenda.
Some observers indicate that more channel partners are incorporating GPS devices into their stable of offerings. Some are selling the devices with much success as an add-on to other mobile devices.
This is an interesting trend that some VARs may be overlooking. The GPS is a low-dollar device that is fairly common and doesn't have much markup, so it would be easy to overlook, taking the viewpoint that it just isn't worth the effort. But from an overall sales and marketing perspective, that may be taking the wrong tack, especially in a rough economy. Low-margin devices like these may be a door-opener to larger deals--and a good strategy for a VAR looking to expand its customer base.
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