Obviously, selling more is always better than selling less. Yet VARs are often hesitant to offer solution bundles, perhaps from fear that customers will be ‘put off’ by the higher price or the attempt to sell them something that wasn’t initially being considered.
That’s why it’s so important to keep the advantages of bundling in mind.
For the VAR, it takes less time and labor to sell a bundled solution than the individual components (such as complementary products/software, consumables, and service). For the end user, it’s a solution known to work — simplifying implementation and start-up while reducing the potential for unanticipated downtime. Most likely, the total cost will also be less than that of the individual pieces.
In short, selling by the bundle makes for more satisfied customers — and a better bottom line!