We love a platitude as much as the next guy, but we’ve grown weary over the last year, reading again and again about how copier dealers/reps need to move from “selling boxes to selling solutions.” We don’t mean to imply that the statement isn’t true, because it is. But while there seemed to be a great push for fundamental change, there seemed to be few (okay, make that zero) independent information services that were providing comprehensive data, competitive insight, and non-biased research/test reports that would facilitate that commerce. That’s where we come in.
Buyers Laboratory (BLI) has been the leading global provider of information services to the office digital imaging marketplace for…well, forever. Our deep domain expertise ideally positions us to be a provider of choice around the topic of solutions as it relates to the digital imaging devices. And so today we launch the BLI Solutions Center. Delivering unique original content including comprehensive specifications and side-by-side comparison tables, hands-on evaluative reports, top-level product briefs and much more, the site is, in and of itself, a solution for many “players” in the space.
Sales personnel who use the tool regularly will not only sell more, but they will deliver on the promise that solutions sales will find new customers. How? First, regularly using the site is an enormous time saver: You’ll learn about individual products, as well as their uses and applications, allowing you to become conversant faster. Second, we provide you with “an independent proof source” and third-party material that will accelerate the sales process—you will clear credibility hurdles with IT and other decision makers who may otherwise greet you with skepticism. Finally, we find that our information moves the conversation from issues of cost to issues of value. More time to sell…faster closes…better price points—that’s a strong value proposition.
Product managers can use the service to stay abreast of news on new product releases and updates. They can also use our side-by-side comparison tool to see how their products compare to those from their competitors, and use our blogs as an additional channel to communicate with their sales channel and purchasers.
Purchasers can use the site to make sure that they are getting a complete view of what’s available and what the strengths and weaknesses of various offerings are. This helps them make the most informed choice possible.
We are very excited to be serving the marketplace in this way and I look forward to hearing how we can make the Solutions Center more valuable to you, our audience.