Feeds

Resellers must adapt to survive

Customer relationships are key to the future

  • alert
  • submit to reddit

The essential guide to IT transformation

The much talked about birth of the free PC need not spell the death of the PC reseller, this morning's delegates at the Integrator Forum Europe 99 were told. But assemblers will need to change and become more like service providers if they want to profit from the future. Using the analogy of the mobile phone industry, ZD Market Intelligence director Mike Daly said whoever delivered service would benefit, despite no margin being made directly on the hardware. "Where cell phones are free, other services can provide enough revenue to cover this cost," he said. "A service provider can use a PC to sell ecommerce. And this relationship is the most important for the customer - who do I have the relationship with for my mobile, Nokia or the service provider?" In the same way, the brand of PC was not as important as the reputation of the service provider, he said. And the people who would suffer would be slow moving vendors and resellers, or companies with poor customer relations. "If 30 to 40 per cent of PCs were supplied free, as could happen, technology and pricepoints would cease to be an issue. "Customer relationships are the key, and this is something few vendors have," said Daly. ®

Secure remote control for conventional and virtual desktops

More from The Register

next story
6 Obvious Reasons Why Facebook Will Ban This Article (Thank God)
Clampdown on clickbait ... and El Reg is OK with this
Kaspersky backpedals on 'done nothing wrong, nothing to fear' blather
Founder (and internet passport fan) now says privacy is precious
TROLL SLAYER Google grabs $1.3 MEEELLION in patent counter-suit
Chocolate Factory hits back at firm for suing customers
Facebook, Google and Instagram 'worse than drugs' says Miley Cyrus
Italian boffins agree with popette's theory that haters are the real wrecking balls
Mozilla's 'Tiles' ads debut in new Firefox nightlies
You can try turning them off and on again
Sit tight, fanbois. Apple's '$400' wearable release slips into early 2015
Sources: time to put in plenty of clock-watching for' iWatch
Facebook to let stalkers unearth buried posts with mobe search
Prepare to HAUNT your pal's back catalogue
Ex-IBM CEO John Akers dies at 79
An era disrupted by the advent of the PC
prev story

Whitepapers

Endpoint data privacy in the cloud is easier than you think
Innovations in encryption and storage resolve issues of data privacy and key requirements for companies to look for in a solution.
Implementing global e-invoicing with guaranteed legal certainty
Explaining the role local tax compliance plays in successful supply chain management and e-business and how leading global brands are addressing this.
Advanced data protection for your virtualized environments
Find a natural fit for optimizing protection for the often resource-constrained data protection process found in virtual environments.
Boost IT visibility and business value
How building a great service catalog relieves pressure points and demonstrates the value of IT service management.
Next gen security for virtualised datacentres
Legacy security solutions are inefficient due to the architectural differences between physical and virtual environments.