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While some solution providers have seen a pull-back in end customers interested in leasing and other kinds of financing, that hasn’t been the case for Coach Credit, which has made a business out of helping solution providers lead with finance options, a best practice that can close more deals.

But Ingram Micro CEO Greg Spierkel tells Channel Insider that the behavior his company has seen in terms of financing for tech deals has varied according to the end-user company.

“We’ve had some companies happy to take leasing because it can protect their cash,” he says. “But leasing costs have gone up. There’s no question about that. If you have a nice next egg of cash, then your company is happy to spend the cash.”

Spierkel adds: “When I spoke to VARs recently, there were a number who said they were using leasing when they were cash-constrained. It’s really dependent on the individual company.”