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The solution also involves considering both a leasing and a financing option. Outright financing may be harder to qualify for in today's market, and it leaves customers open to the possibility of the term of the loan outliving the product itself, especially if the technology refresh cycle is relatively short, as is often the case.
In the original article, I had mentioned that VARs were having a hard time finding customer financing options for products they carry, and that makes the sales cycle longer and a little more precarious. Larger OEMs are still providing financing options--but only for their own products. The problem still exists, especially when it comes to small businesses. Interest rates are of course, at an all time low, which is great if you can get the credit. But small business customers are often on the short end of the stick when it comes to getting qualified for loans, so whenever a VAR can offer a financing option--any financing option--to its customers, it will have a big edge over the competition.