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Energy-efficient technology sales depend on pitch
This article is part of the Channel Strategies issue of June 2010, Vol. 1 No. 2
Even with the hype surrounding green computing, VARs say that energy-efficient technology is still not a big selling point in their business. More resources on energy-efficient technology Tech Watch: EnergyWise pushes convergence of IT, energy management Tech Watch: Modularity, management top UPS wish list MSPAlliance promotes green IT initiatives with new certification Green computing is nice, but better resource use drives demand VARs have to show customers that being green will save them green. Customers are attracted to technology that will save money and reduce power consumption, but stating that it is energy-efficient isn't enough to make a sale. "If you can show [customers] how a green solution saves them power and money, then they're more likely to jump on the bandwagon," said Perry Szarka, strategic business unit leader for the converged network group with MCPc Computer Products & Consulting Inc. in Cleveland. The roadblock for green technology adoption seems to be a lack of understanding. Customers have a hard time ...
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Virtualization, open source and cloud computing are just some of the new options solution providers are pitching to save clients money and improve their productivity.
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Don't bother trying to sell energy-efficient technology by emphasizing "green computing." VARs say customers look for other factors.