A CAD software provider has opened up on how it’s using financing to speed sales and boost profits.
ArtiCAD Sales Director Neil Metcalf acknowledged that the Watford-based outfit’s deal win rate would be lower without the lightning reactions of asset financing partner Systems Finance.
“It’s crucial my guys strike while the iron is hot, which is why it’s such a good relationship with Systems Finance,” he said during this special IT Channel Oxygen podcast (see above).
“They react really, really quickly,” he told host Sara Driscoll.
“Once you’ve left the premises and that deal goes a little big colder, the chances are you might not get that deal – that’s why working with these guys is so crucial for us.”
Headed up brothers Harry and Max Ley, Systems Finance is aiming to inject “young blood” into an asset financing space they claim is ripe for change (see more here).
Finance has traditionally been seen as a potential drag on the sales process, Systems Finance Director Harry Ley acknowledged.
“I think ArtiCAD is testament to the fact that we’ve overcome that,” he said.
Using finance has resulted in lower customer churn and higher conversion rates among ArtiCAD’s customers, which range from “one-man-van” outfits to large corporates with 500 designers, Metcalf said.
“Harry and his team have taught me and my guys on the road how quickly you can react to get deals done to the best of our ability and for the customer’s requirements,” he said.
“Without Harry’s help, we probably wouldn’t get as many deals as we are at the moment.”
This article was produced in association with Systems Finance is classified as partner content. What is partner content? See more here.
