Comms Business – Giving customers access to finance leasing and financing options

Providing a finance solution has long been an important capability for resellers and MSPs. This remains true in the age of subscriptions with some decision-makers more comfortable with monthly payments than up-front costs.

The challenging economic environment is also bringing leasing and financing back into the spotlight, with these solutions helping to preserve cash flow in a changing market.

Finding financing partners

So, what options are out there? Lease Group has been serving the Channel with a white-labelled online leasing solution for over a decade. Founders James Phillips and Simon Fabb launched the leasing solution to the telecoms channel in 2014, supporting B2B mobile dealers with a finance offering aimed at alleviating cash-flow challenges when funding top-end mobile devices and tablets. In recent years, Lease Group has focused on green assets as sustainability comes under the microscope.

Roger Martin-Fagg, a behavioural economist, recently worked with Lease Group to explain what the current economic outlook means for businesses investing in technology. UK SME confidence remains optimistic but there are economic challenges ahead.
Martin-Fagg explained, “It’s a testament to the resilience of SME owners and their adaptability that the global economy has continued to grow despite all the uncertainties of the past six years.”

Shire Leasing was established in 1990 and offers partners a range of solutions to facilitate sales. One example includes Shire Online, a portal that gives salespeople with the tools they need to offer financing options to prospective business customers quickly and easily. The platform provides instant and simple quoting capabilities, as well as automated finance decisions generated within seconds. The company can also offer API integrations to align with partner’s existing sales processes.

The company’s dedicated channel finance solutions include the Technology Lease, which allows SMEs to finance equipment, software licenses and associated soft costs (such as installation, support contracts and training) under a single agreement.

Additionally, the Managed Rental Agreement offers a comprehensive package, including a recurring revenue collection facility. This covers all costs with a single payment, with subsequent recurring revenues distributed back to partners and VARs.

Shire Leasing also has a Green Asset Finance proposition that aims to support UK SMEs to invest in green assets and projects affordably. Green asset vendors can offer business customers a Hire Purchase option, spreading costs across up to five years, with a balloon payment at the end which helps to reduce the regular payments throughout the agreement.

Elsewhere, BNP Paribas Leasing Solutions aims to help partners scale their businesses with leasing options that look to accelerate sales, embrace sustainability and simplify operations. The company has a long heritage in the Channel, collaborating with partners and clients to help accelerate investment in essential equipment, facilitating businesses of all sizes to achieve their strategic goals.

Vendor agreements

This autumn, Epson launched a new circular leasing programme with BNP Paribas Leasing Solutions. The leasing model agreed by the two companies enables increased access to Epson technology while Epson retains end-of-lease ownership, supporting refurbishment, reuse, and recycling initiatives

The strategic business model is designed to make Epson’s technology more accessible for large corporate and public sector organisations, while advancing its sustainability commitments.

The leasing programme spans Epson’s full range of solutions – from business printing and scanning to projection, retail technologies, industrial print and robotics, including its latest collaborative robots. Customers will also benefit from support delivered through Epson’s partners providing fleet management, maintenance and servicing solutions, enhanced by Epson’s open API to enable integration with partners’ management platforms.

Rob Clark, COO, Epson Europe, explained, “This is a significant strategic milestone for Epson and will help us better support large scale customer requirements through a more competitive proposition. The solution means our customers can access the latest Epson technology without the burden of up-front investment.”

Richard Wells, head of market development, Epson Europe, added, “We already manage our own innovation and manufacturing facilities. Retaining control of products at the end of their life means we can extend resource use, reduce waste, and further minimise environmental impact.”

BNP Paribas Leasing Solutions’ perspective is that leasing offers customers predictable costs, improved cash flow, and greater flexibility.

Pascale Favre, the company’s managing director for technology and lifecycle solutions, said, “We’re delighted to partner with Epson on this innovative programme. Leasing not only makes Epson’s cutting-edge technology more accessible, it also helps organisations manage risk and align with more sustainable business practices. Together, we’re enabling smarter, more responsible financing models for the future.”

Distributor perspective

White-labelling leasing and financing options can also help professionalise options for distributors. Earlier this year, TD Synnex brought all its financial services together under a new TD Synnex Capital financing arm. The aim was to provide UK partners with a comprehensive set of solutions that make it easy for them to offer a full range of options to their customers.

This new approach looked to remove complexity by enabling partners to offer flexible payment options across all deal sizes. Transactions under £250,000 are now handled automatically through TD Synnex’s InTouch e-commerce platform, providing a faster, more efficient experience. For larger or more complex deals, TD Synnex’s team can provide guidance and structure bespoke financing solutions.

With financing now integrated directly into the procurement process, ordering, shipping, and funding IT solutions are now more seamless for partners. Through its extensive vendor relationships, TD Synnex has been able to unlock special pricing, promotions, and tailored financing offers, giving partners a competitive edge. Additionally, flexible credit and cashflow management allow partners to adjust credit limits when using finance and take on larger deals.

Finance solutions start from £1,000, and there is no upper limit on contract values. Partners can select scalable and flexible terms, ranging from 12 to 60 months, with monthly, quarterly, or annual payment options.

TD Synnex believes financing is now a key enabler for business growth as IT spending is under increasing scrutiny. The company’s most recent Direction of Technology Ecosystem Report, published in October 2024, found 44 percent of surveyed participants said that being able to offer flexible financing/leasing options is important within the current market.

Sophia Haywood-Atkinson, services director, UK and Ireland, TD Synnex, commented, “IT partners need smarter financing solutions that make it easier for customers to invest in technology.

“TD Synnex Capital is all about optimising flexible spending solutions for partners – letting our money work for them and providing solutions that will enable customers to make IT investments. With all our financial options now offered through and fully funded by TD Synnex Capital, there is absolute clarity for partners, and with the newly automated online processes, it’s now easier than ever for them to access our financial services.”

René Stuiver, sales director at TD Synnex Capital Europe, added, “In the current economic environment, spending is being thoughtfully prioritised, leading to more efficient budget management. TD Synnex Capital helps its partners navigate these challenges and succeed. 
“Offering a one-stop shop in our UK market for both product and financing is unique, and the combination of financing specialists with digital automation adds real value to our ecosystem.”

The future

Businesses and organisations across the UK will continue to require financing and leasing options to help them access the technologies they need to deliver on their ambitions. The options that are right for MSPs, resellers and their partners will vary depending on the customer base of that particular partner, but providing flexible options that can be tailored to specific requirements will remain important.

With many procurement decisions made online, it will also be increasingly important to build financing options into ordering portals as can be seen in TD Synnex’s new approach. Now is the time to build a compelling proposition that will give customers the options they need today and into the future. 

This feature was included in our November 2025 print issue. You can read the magazine in full here.