Syscap supports us all the way

Sage business partner Panacea uses Syscap to structure compelling campaigns that benefit the client’s business – and Panacea’s bottom line.

Meet Panacea, a leading Sage Line 500 enterprise business partner


Panacea is an IT solutions provider and Sage specialist, supplying technology solutions to SMEs and corporates across UK and Europe. The company boasts Europe’s largest Sage support and services group, and serves both private and listed clients.

Panacea’s philosophy is based around forward thinking, ongoing support and development. The company works to understand its clients’ needs, then supplies business solutions tailored to meet their objectives. It is this customer-centric thinking that recently saw Panacea win "Sage Solution Centre" status.

Panacea uses leasing as a powerful tool for closing deals


Panacea works with Syscap, the UK’s leading IT finance provider, to overcome objections in the sale cycle and to maximise business opportunity. By leasing, clients have the option to acquire their solution now and spread the cost over a pre-agreed term, usually three years.

The result is that Panacea can offer the right solution and freedom from capital constraints in one package. That’s why the sales team now introduces finance as an integral part of the acquisition process, as finance director Mike Olpin explains.

"When we approach a client we aim to understand their business needs, and that includes how they plan to fund the investment. If funding is required, a finance solution from Syscap can be the best way to meet their requirements."

Leasing is beneficial to the client for two reasons


The most powerful appeal of leasing is that it removes the need for up-front payment. Businesses can get access to leading-edge solutions as soon as they become available rather than waiting for funds to become available. "Cashflow is a key issue for many businesses," explains Mike. "A client may not want to use their capital or their bank facilities to fund IT – and with no up-front payment, leasing with Syscap can provide an attractive solution." Fixed monthly payments are also a key advantage, as Mike continues. "Syscap schemes are usually fixed rate, which gives clients absolute certainty when it comes to future cashflows. There are often advantages on balance sheet reporting too."

Finance benefits the supplier’s bottom line too


Now Panacea is seeing that Syscap can help with more than simply closing the sale. Offering finance can also bring powerful bottom-line benefits to the supplier, from greater client retention to cost savings and cashflow advantages. "One of the great benefits for us is an extended contractual relationship with the client," says Mike. "Syscap can finance maintenance and support as well as hardware and software. We can give customers the chance to sign up for three years’ support, paid monthly, which frees up the client’s working capital."

For Panacea that’s a significant benefit, as Mike explains: "Getting three years’ maintenance and support in advance is great for our cashflow. We can build relationships with clients more effectively, and offer more competitive pricing."

Finance powered Panacea’s highly successful upgrade campaign


Syscap recently helped Panacea develop and drive a campaign encouraging customers to upgrade to Sage L500 Version 5. The new upgrade allows customers to embrace a range of new and enhanced features, focused on improving productivity. The option of finance formed a key part in the campaign, demonstrating to clients that they could have the advantages of the new technology, keep hold of their capital, and demonstrate instant ROI – in other words, start getting the best from their budgets.

"For this campaign we worked closely with Syscap throughout," Mike explains. "We approached the client by setting out the upgrade functionality, practical benefits and the financial advantages of leasing together as a single package." The results? Out of 40 clients approached, Panacea closed an impressive 22 deals with an average value of £70,000. It shows that finance can be not just a means of overcoming cost objections, but a central part of a powerful proposition. For Syscap and Panacea, it’s all about teamwork

Like Panacea, Syscap’s focus is on collaboration. As well as providing innovative finance, Syscap helps Panacea to maximise business opportunities, plan campaigns, present to the client, arrange documentation and evaluate new leads. "We need much more than just the numbers," says Mike. "Syscap supports us all the way – including in front of the client. We know we can take them into any client-facing situation, and they’ll help us to close the deal.