Navigating Channel Headwinds: Why Tech Financing is the New Competitive Advantage

Send us Fan MailIn this podcast, Julian sits down with Jim Moschos, National Sales Director for Technology Finance at Mitsubishi HC Capital Canada, to address the mounting market headwinds facing MSPs and the broader IT channel. Jim highlights that ongoing global AI infrastructure demand, supply chain disruptions, fluctuating exchange rates, and freight costs have created severe hardware shortages and price volatility, with component costs rising 20% to 80% and broad product prices increasing roughly 15% to 20% year-over-year. Because vendors and distributors are holding price quotes for as little as two to four weeks, channel partners risk getting squeezed if they attempt to absorb these unforeseen spikes themselves.To weather these challenges through 2027 and beyond, Jim advises MSPs to shift from order takers to trusted business advisors by offering flexible financing and payment plan options. Financing allows clients to convert unpredictable, ballooning upfront capital costs into manageable monthly expenses—even when purchase orders change prior to delivery. Furthermore, he explains that brand-agnostic payment plans unlock significant cost savings on software and cybersecurity licensing by allowing customers to lock in multi-year subscription discounts with upfront capital while maintaining predictable monthly payments. Ultimately, incorporating financial structuring into sales strategies provides MSPs with a key competitive differentiator to help customers maintain tech refresh cycles amid economic uncertainty.