Sales Master Talking Points – Financing Key Financing Signals from a Customer • • • Do you have customers delaying or phasing their investment because the lack of budget? Do you have customers who want to move from CAPEX to OPEX? Is your customer looking for a cost per month or cost per usage model? “85% say the ability of a technology vendor to provide financing was a factor in their decisionmaking” (Forrester). Access to affordable financing is consistently cited as a business constraint by customers in Europe. DFS provides a real alternative to bank financing, which can be difficult to obtain for many businesses, According to Forrester 73% of customers consider their funding options before the quoting stage and only 17% evaluating options at the pricing/quoting stage. Introduce DFS early in the conversation. 70% of customers said easier access to funds allows them to think beyond their immediate needs to acquire technology with a longer-term more strategic mindset. This is a critical enabler for our business. Financing provides a single solution addressing the challenges faced by both IT Director and CFO. Sales Master Talking Points – Financing Talking Points Three main challenges for most customers: 1) Budget Financing can help you to spread the cost over several budget cycles and move the cost from CAPEX to OPEX. Financing delivers predictable expenditure over a defined time period. 2) Future Ready/Up to date technology Financing allows for technology refresh at optimum times, avoiding continued use of expensive obsolete systems. Financing enables infrastructure modernisation, avoiding escalating maintenance costs and building efficiency. 3) Flexibility Customer can return (and renew), extend or sometimes buy the equipment at end of lease (EOL) depending on the need at that point of time. Payments can be aligned with revenue cycles. Provides budget flexibility in upgrade decisions. Sales Master Talking Points – Financing Questions to Ask to position DFS • • • • • How are you going to pay for your equipment? Has the budget for this project been approved? Are there any projects are you seeing delayed as a result of budget uncertainty? How often do you refresh your equipment? Would it be helpful to move this investment from CAPEX to OPEX? Tips: 1. Get the customer to talk and collect as much information as possible. Keep in mind that you might get different answers dependent on if you talk to IT, finance or procurement. 2. Consult with DFS after the meeting to discuss next step. DFS is here to help enable the deal so leverage on the expertise. Sales Master Talking Points – Financing Close the customers yellow lights We pay cash We have had bad leasing experience Also sounds like: • We’re cash rich. • We have a low bank rate, we’ll go through our bank. • Its not worth it to lease, our IT spend is less than 1% of our budget • Company policy, we don’t lease. Also sounds like: • We’re not willing to go down that road again. • Our CFO has a bad experience leasing, so we no longer lease. • We had a bad experience Acknowledge I understand, that’s a common way of looking at funding. Articulate Financing has many other benefits, for example saving you money, and driving a technology refresh strategy. Ask You know your company better than I do. Who can our DFS rep meet with to discuss this in more detail? Acknowledge I’m sorry to hear that. Articulate In the past few years, DFS has made great strides in becoming the IT lender of choice. Ask I’d like to bring in my DFS rep to discuss with you how leasing can benefit your company today. We run our equipment until it dies We want to own our equipment Also sounds like: • We get 7-8 years out of our pcs. • We like to keep equipment for more than 4 years, and depreciate it. • When we refresh our laptops, we recycle them for the back office. Also sounds like: Acknowledge Understand. Many of our customers believe its better to keep technology for a long period time. As a matter of facts, research shows that regular refresh provides the best TCO. Articulate It certainly makes sense to get the full value of your investment. Ask I’d like to bring in my DFS rep, so that we can determine if you’re getting the optimum value for your equipment. • Our financials are healty so we can have IT assets on the balance sheet. Acknowledge I understand. Many of our customers want to own the equipment, depreciate it and use it for a long time. Articulate It certainly makes sense own assets that you keep for a long time and don’t need to refresh regularly. Ask Can I bring in my DFS rep to discuss if owning your IT’s is the optimal solution for you?