There is something to be said for moving your business from a time and materials scenario to one that focuses on recurring revenue. The latter requires much less work over the long-term, but does require a dedicated focus to get it started. To learn more about this concept, TMCnet’s CEO, Rich Tehrani, talked with Lane Smith (News - Alert), president of Do It Smarter, and their conversation was captured in this video.
Do It Smarter (News - Alert) was originally established as a value-added reseller specializing in Microsoft technologies and now operates a U.S.-based help desk and network operation center. The company delivers a full set of security-focused tools to help users make the transition from a time and materials company to operating on a recurring revenue business model.
The company has had its challenges in its key focus in helping companies to make a change as it is two different business models, and customers need to make the time commitment to understand the model and then to make the change.
Smith stressed that these companies need to understand the importance of moving to recurring revenue. He sees a number of companies err on the side of assuming it is a technical sale in this industry, instead of understanding this is now more of a business sale. When Do It Smarter talks to clients, they are talking about solving a business problem instead of addressing technology. Once clients are able to easily make the change, Smith said, it is much better.
Do It Smarter also had some exciting news to share. ClearPointe Technologies just acquired Do It Smarter. According to Smith, this will be a great engine to go after the SMB sector. The combined company is now a full-service solution on both ends to appeal to a wide market segment.
Smith shared: “Both can continue to focus on what they do best, but can share resources and do much better together than what they could do separately.”
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