Being the first to make a move is less critical to us than making the right move
Rye Austin, chief commercial officer, Core Technology Systems
Vendor CEOs have been vocal about the need to raise prices and have advised channel partners to do the same. Looking at both the products and services you offer, how critical is the situation for your business?
Products and licenses are always quoted in real time at then correct sale price with quotes valid for a limited time only. It's too risky to work any other way. As a result, we're immediately passing on increases (or savings) to customers for products and licenses.
With tighter hardware margins and price variations it's critical for us to get this right and it makes no sense for us to hold stock.
Our service price changes will be at renewal time for existing customers and immediately for new business.
HPE's CEO recently described HPE as a ‘market leader' when it comes to price rises. Is it better to lead or follow?
Being the first to make a move is less critical to us than making the right move, at the right time for our business and customers. We're continuingly striving to drive up efficiency through good process and automation. Investments in tooling and our shift left strategy is also paying dividends. The investments ensure we can remain competitive with high quality service, but it's always sensible for us to regularly review pricing and adjust where necessary. Customers always seek a great deal, but they also want to know suppliers are not cutting costs so low it effects the service or long term viability.
Which large reseller is looking to renting and remanufactured hardware to help its clients negotiate price rises? See following page...
