Hardware as a Service (HaaS) is a well-known term within the MSP industry; however, the term Hardware as a Rental (HaaR) is becoming increasingly popular among MSPs and their customers. For good reason.
In a recent webinar hosted by GreatAmerica, account manager Zach Patterson sits down to briefly explain HaaR and why more and more MSPs are choosing to position HaaR as a solution to their customers. Here’s a summary of what Zach explained:
HaaR is a financing solution offered by GreatAmerica that enables MSPs to package hardware, software, project costs, licenses, and managed services into a single recurring monthly payment for their customers. Additionally, your MSP does not bear the financial risk associated with HaaS. So, as an MSP, if your end user customer goes belly up or stops paying, GreatAmerica suffers, not you.
MSPs reap a list of benefits by implementing HaaR into their solution offering. However, some MSPs face push back from customers who are stuck in the mindset of wanting to own their equipment, as opposed to consuming it monthly.
So...how can MSPs position monthly payment options as a growth opportunity for their clients?
Determine how they are consuming their current technology. They are probably consuming solutions like cloud services, SaaS, and managed services on a monthly basis. Why should they treat hardware any differently?
Think about it this way...most current iPhone users pay to use their device through a monthly plan, as opposed to purchasing the device and services outright. Through this monthly plan, iPhone users receive unlimited talk, text, and data, and after their plan is complete, they are able to upgrade to the newest iPhone and continue the plan with similar monthly payments.
So, the question to your customer becomes: Do you want to own the hardware, or use the hardware? If you want to own, do the benefits of owning the hardware until it dies outweigh the benefits of consuming the hardware monthly and upgrading after the term of the plan?
Because HaaR is most likely a new concept for end user customers, GreatAmerica put together a HaaR Marketing Toolkit to help MSPs position HaaR to their customers as a total financing solution. Feel free to check it out, as it is stocked with templated email messages, website descriptions/videos, a brochure, sales pitches, and many other valuable marketing tools.
End user customers who have financed with HaaR relayed how bundled monthly financing has helped them grow their business. Our MSPs end user customers reported benefits ranging from:
“We have been able to improve our clients’ technology environment when they did not think they had it in the budget to refresh.” –Tasha Hepburn, Operations Director of Solid Networks Inc.
Taylor started at GreatAmerica nearly a year ago as a marketing intern and recently accepted a role as a Sales Development Representative at GreatAmerica within the Connected Technologies Group. She plans to start full time after graduating from Iowa State University this spring with a Bachelor's Degree in Advertising.