Like most resellers, you probably have customers who definitely could benefit from high-performance workstations like the HP Z Series, but they’re reluctant to upgrade from the desktop systems they have now.
Which is understandable. Upgrading to newer and better systems is never an easy decision— especially when so many businesses today are concerned about cutting costs.
How do you overcome their objections?
First, it’s important to counter the perception that high-performance workstations are too expensive. HP Z Workstations and Mobile Workstations, for example, is actually priced quite competitively. When you factor in the Z Series’ industry-leading industrial design, blazing performance and superior reliability, the total cost of ownership is surprisingly low. And HP offers a tiered pricing structure that offers your customers flexibility.
Also, the expandability of ZBook Workstations allows customers to buy what they need and expand as their business needs grow.
Be prepared for your customers to raise another objection: that their existing PCs can run the same applications as workstations less expensively. When they do, remind them that while business PCs can provide excellent value, they can’t light a candle to high-performance workstations in terms of performance, reliability and scalability. Desktop systems are not equipped to meet the demands of today’s mission critical and data-intensive applications. They’re also not engineered to perform 24/7 like high-performance workstations.
Another factor to emphasize is that, unlike standard desktop systems, HP Z Workstations have been tested, proven and certified by independent software vendors (ISVs) to deliver peak performance for professional software applications.
Working with Ingram Micro can make the selling easier.
Our sales team is here to support you with everything you need to successfully sell HP Z Workstations or any other high-performance system. From finding rebates to providing information to connecting solution providers with tech support specialists and market development representatives who can help close sales, we help eliminate confusion and make the sales process easy to navigate.
Remember, high-performance mobile workstations like the HP Z Series offer higher margins than standard desktop systems, so they present an attractive sales opportunity for you. The better prepared you are to address your customers’ concerns, the more successful you’ll be at selling.