By Mark Brousseau
In light of the weakening economy, service bureaus need to change their sales message to emphasize their ability to reduce a company’s headcount and help them avoid capital expenditures, says Mario G. Duckett, CDIA (Mario@metasource.com), senior director, business development, for Bristol, PA-based metasource.
Duckett spoke during AIIM's 33rd Annual Document Management Service Providers Executive Forum in Austin last week.
“Down markets are great for soft dollars and Software as a Service (SaaS) is an excellent way for someone who has had their capital budget way taken away to still solve their business problems,” says Duckett. “In this economic environment, a company that can’t afford a $100,000 capital expenditure will be interested in a $2,000 a month fee for SaaS. The key is to stress labor savings.”
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