Digital Transformation (DX) offers a golden opportunity for office equipment dealers to tap into the expansive Small and Medium-sized Business (SMB) market with a myriad of recurring revenue streams.

As SMBs actively pursue digitization, they often find themselves in need of consistent, long-term support that extends beyond traditional equipment and delves deep into software and services.

Here are some examples of recurring revenue services that DX could lead to for these dealers, especially tailored for the SMB sector:

  1. Managed IT Services: Many SMBs lack in-house IT expertise. Dealers can step in with services like network monitoring, cybersecurity management, and regular IT maintenance. Many of you already do this and a great number of you are considering it.
  2. Cloud Services: SMBs, keen on operational flexibility, are embracing the cloud. Dealers can provide cloud storage, backup solutions, and Software as a Service (SaaS) tailored to the SMB market. SMBs generally don’t have staff that understands the pros and cons of the cloud services and they rely on expertise to help them understand what’s best for their companies.
  3. Document Management Services: With a drive towards paperless operations, SMBs need effective digital document solutions. Dealers can offer platforms for managing, storing, and retrieving digital documents, accompanied by regular updates and maintenance. DocuWare is a popular document management platform being used by office equipment resellers.
  4. Subscription-based Software: Catering to the specific needs of SMBs, dealers can offer Customer Relationship Management (CRM) systems, niche application tools, or tailored Enterprise Resource Planning (ERP) systems on a subscription basis.
  5. Training and Consultation: With ever-evolving digital tools, SMBs require ongoing training. Regular workshops, webinars, and personalized training sessions can be introduced for these businesses. Training in Cybersecurity to sustainability and beyond are just some areas where smaller customers often need help.
  6. Remote Monitoring and Management (RMM): Dealers can offer RMM services tailored to the devices predominantly used by SMBs, ensuring timely updates, troubleshooting, and performance optimization.
  7. Cybersecurity Services: Given the increasing cyber threats, SMBs, which might lack extensive in-house cybersecurity measures, are seeking robust protection. Dealers can offer regular vulnerability assessments, firewall management, and proactive threat detection services tailored for this segment.
  8. Business Process Outsourcing (BPO): SMBs might look to outsource specific digital services, like virtual assistance or certain finance processes. Dealers can step in with tailored solutions.
  9. Unified Communications as a Service (UCaaS): Recognizing the remote work trend among SMBs, dealers can provide unified communication tools on a subscription basis, enhancing collaboration.
  10. Backup and Disaster Recovery: For SMBs, data security and recovery are paramount. Dealers can introduce automated backup services and robust disaster recovery solutions tailored for smaller businesses.
  11. Print-as-a-Service: Despite digitization, SMBs still have print needs. Dealers can introduce print services where businesses pay based on usage, with the assurance of maintenance, supplies, and updates.
  12. Software Update and Patch Management: To ensure SMBs benefit from the latest software versions and security patches, dealers can manage and oversee the update process for them. 

Other areas where DX makes sense

E-commerce for All: An efficient e-commerce platform can cater to businesses of all sizes. Resellers can optimize their online platforms to cater to the varying needs of SMBs, offering a mix of equipment, accessories, and digital tools. Companies like Novatech and Kelly Office Solutions are already doing this with UVERCE from Keypoint Intelligence.

Green Solutions for Every Size: Whether a multi-national corporation or a local startup, the drive for sustainability is universal. Traditional resellers can tap into this demand by promoting eco-friendly products, recycling programs, and digital solutions that diminish paper waste. Big names like Clover and Epson are already riding this tide with their strong sustainable pitches.

By strategically addressing these areas, office equipment dealers can cement their position as invaluable partners for SMBs, guiding them through the intricate lanes of digital transformation and ensuring they harness the full potential of the digital age.

SOURCE Industry Analysts Inc.