IT buyers are under pressure to show that their investments are performing. So, if they can keep TCO down and spread their budgets across more projects (with ROI potential), the result is an expanded ROI impact, with low investments yielding substantial returns. This means spending less – and compromising – can pay off in the long term … or at least it would appear that way. Google is making it easier for them to do this — or it’s at least creating the appearance of easier TCO and ROI.

VAR Client Implication: Show your clients that you can solve problems measurably. Demonstrate that a solution either lowers costs or can help on the revenue side (TCO will usually be the easier of the two). To win, you’ll need to solve a clear problem in a way that maximizes the client benefit. It isn’t enough to talk about specific technology any more – a broader perspective, culminating in impact, is necessary.

Previous installments in this series:

Alert: Five reasons to watch Google in 2010 >>

Google is trying to replace — not enter — the market >>

Small and medium-sized businesses, especially, are becoming comfortable with nebulous apps and services >>

 Google needs to grow into new areas >>

Click here for a page to bookmark for the “Five Reasons to Watch Google in 2010″ series >>