Dealers across the office technology landscape are rethinking how they bring value to customers. Print is still central, but buyer expectations have changed. Organizations want fewer vendors, more integrated solutions, and a partner who can support a wider range of technology needs.
This shift has pushed bundled solution selling to the forefront. Dealers who embrace it are finding new revenue streams, deeper customer relationships, and better long-term stability. Dealers who avoid it risk being left behind as competitors expand into IT services, workflow tools, security, AV, water, mailing, and more.
Why Bundled Solution Selling Matters Now
Bundled selling is a strategic approach to packaging hardware, software, services, and support into cohesive offerings that solve customer problems and offer clear benefits:
- Customers want simplicity. Fewer vendors and integrated solutions make budgeting, security, and support easier for buyers.
- Dealers gain stickier relationships. The more solutions you manage for a customer, the harder it is for them to switch.
- Margins improve. Bundles create opportunities for recurring revenue, premium service layers, and higher-value engagements.
- Diversification becomes achievable. Dealers can enter new verticals and product categories with a structured, repeatable sales motion instead of one-off experiments.
No longer is this an emerging strategy; it’s now the standard for today’s most successful office tech dealers.
But Bundled Selling Only Works With Organization Behind It
The challenge isn’t interest or willingness. Most dealers already want to diversify. The real roadblock is structure. Bundled solution selling introduces a level of complexity that can’t be managed with disorganized processes.
Diversification quickly becomes overwhelming if your team is:
- Building quotes manually
- Tracking pricing across multiple product lines
- Coordinating sales, service, and delivery separately
- Using disconnected tools that don’t talk to each other
- Relying on tribal knowledge instead of defined bundles
Success requires an organized approach built specifically for the office technology channel. Dealers need a unified system for product catalogs, lease options, pricing logic, approvals, pipeline visibility, and support handoff once the deal closes.
When these pieces work together, bundled selling becomes streamlined and repeatable. Reps can offer more complete solutions without adding friction. Leadership gains insight into what’s selling, what’s profitable, and which new categories present the best future opportunities.
What Dealers Tell Us They Need
Across hundreds of conversations, dealers consistently share what they look for when embracing bundled selling:
- Centralized product and service information that makes solution-building easier
- Standardized bundles for common customer needs
- Clear, consistent pricing rules to reduce confusion and speed up quoting
- Tighter communication between sales, delivery, finance, and service
- Tools that support multiple product categories, not just print
These needs all point to a larger truth: diversification goes beyond simply adding new offerings- it’s about structuring the business to deliver them effectively.
Want to Dive Deeper? Join Our BTA Webinar on Dec. 3!
We’re partnering with the Business Technology Association to lead a session in their “Diversifying Your Business” webinar series focused entirely on bundled solution selling and the organizational best practices behind it.
If your dealership is working to expand into more categories or strengthen its solution-based approach, this session will offer practical guidance grounded in real industry experience.
Want to learn more? Get info and register for the webinar here!
