Diversification remains one of the biggest opportunities for office technology dealers heading into 2026. But successful expansion is not about adding everything at once- It requires a clear strategy, disciplined pricing models, and the right people to support growth.
Dealers that diversify well do so with intention. These three keys can help guide your approach in 2026 and beyond.
1. Build a Strategy That Fits Your Business
There is no one-size-fits-all approach to diversification. Some dealers succeed by becoming a single, end-to-end solutions provider, offering everything from hardware and managed services to AV, security, and workflow automation. Others grow faster by focusing on two core specialties and executing them exceptionally well.
The key is deciding which model aligns with your market, team, and long-term goals. Expanding into too many offerings without a clear plan easily leads to operational strain, confused sales teams, and diluted messaging.
Before adding new products or services, take time to evaluate what you already do well, what your customers are asking for, and where you can realistically deliver value. A focused strategy allows you to build repeatable processes, maintain consistent sales execution, and scale without unnecessary complexity.
2. Get Pricing, Bundling, and Monthly Models Right
As dealers diversify, pricing becomes more complex and more important. One-off transactional pricing rarely supports long-term growth. In 2026, successful dealers are prioritizing bundled solutions and predictable monthly revenue models.
Bundling hardware, services, software, and support into clear offerings simplifies the buying process for customers and protects margins for dealers. It also makes it easier for sales teams to position value rather than negotiate line items.
Monthly models further strengthen this approach by creating consistency for both the dealer and the customer. When pricing, discounts, and contract terms are structured correctly, recurring revenue becomes easier to manage and forecast.
The challenge is maintaining accuracy and consistency across quotes, contracts, and renewals. Dealers that rely on spreadsheets or disconnected tools often struggle to scale pricing models effectively. Purpose-built quoting and pricing systems help ensure that every bundle, rate, and term is applied correctly, every time.
3. Invest in Training and Create Subject Matter Experts
Diversification is just as much a people decision as it is a product decision.
Adding new offerings requires more than a sales sheet or vendor training session. Dealers that succeed invest in ongoing training and intentionally develop subject matter experts, or SMEs, within their organization.
SMEs serve as internal resources for sales teams, helping answer questions, support complex deals, and maintain consistency in how new offerings are sold and delivered. They also play a critical role in onboarding new team members as your business grows.
Training should be continuous, not one-time. As products evolve and pricing models change, your team needs systems and processes that support learning and execution. When training and expertise are built into your operations, diversification becomes scalable instead of risky.
Building for 2026 and Beyond
Diversifying your dealership is a strategic move, but not one to be made without a sound plan. By choosing a model that fits your business, structuring pricing and bundles thoughtfully, and investing in your people, you can expand with confidence.
SalesChain helps dealers support these strategies by connecting CRM, CPQ, pricing, and reporting into one platform built for growth. With the right foundation in place, diversification becomes an opportunity to strengthen your business for the years ahead.
Want to Go Deeper?
SalesChain covered these diversification strategies in detail during a December 2025 webinar hosted with the Business Technology Association as part of its “Diversifying My Business” webinar series.
In this session, we walk through real-world dealer examples, discuss how to choose the right diversification model, break down pricing and bundling strategies, and share best practices for training teams and developing internal subject matter experts.
Watch the on-demand recording here
