Wayne de Nysschen, chief financial officer at Brennan told CRN extending into equipment finance was a logical step for the business and supports its one stop provider approach.
“Our decision to offer finance solutions arises from our continual search to offer value added services to the mid-market. Really being a 'one-stop provider' means having an appropriate breadth of products and services to our target market. In this regard financial product is a perfect fit in the suite of products customers would look for from an organisation such as ours,” he said.
Brennan partnered with vendor finance provider - De Lage Landen - in defining the offering and accordingly has limited risk to Brennan. According to Nysschen, Brennan sees the key to being successful in this space related to the delivery of a competitive and easy to understand finance solution.
The financial package covers the cost of all hardware and soft costs including labour services. It can also incorporate a rental facility to provide flexibility as additional technology needs arise, claimed Nysschen
As for any risks that Brennan might undertake with the venture, Nysschen said: “Our risks are no more than ensuring we meet the customer’s criteria and over time build an offering our clients come to appreciate. The offering is intended for the mid-market – 50-500 seats – however it is flexible enough to be of value to organisations of all sizes. As always an organisation’s financial history and credit profile are the main elements that determine eligibility.”
He said Brennan believes it’s crucial for customers to have access to organisations with an offering like this. The ability to combine a number of IT requirements (e.g. hardware procurement, infrastructure services, telephony systems etc) into one easy purchase and one monthly payment is a requirement often requested from mid-market customers.
“Generally speaking, spreading the cost of IT investments can create opportunities for greater returns and re-investing operational cash flows into the business is often a priority of mid-market customers,” said Nysschen.
Brennan cashes up mid-market for IT spend
By Lilia Guan on Apr 16, 2008 10:10AM