Editor's Notebook

  1. Are Your Managed Services Customers Pining For The Break-Fix Days?
    9/3/2013

    One of the recurring themes I hear from MSPs is that it’s possible to do such a good job fixing a customer’s network and other IT issues that things just don’t break like they used to. So, where’s the problem, you ask?

  2. Peer-To-Peer: Make Changes To Increase Managed Services Sales
    9/3/2013

    Sean Vojtasko, executive VP at BlueWave Computing, shares internal sales process changes that BlueWave Computing instituted to increase managed services sales.

  3. Why Putting Off Selling MPS Is Risky Business
    8/30/2013

    When I ask most managed services providers about what kinds of IT assets they monitor for their customers, answers such as “servers, routers, switches, firewalls, PCs, laptops, and even mobile devices” are common responses. Less common responses include...

  4. Managed Services And Networking News From August 2013
    8/30/2013

    Each month, Business Solutions collects and sorts through all the relevant channel news so you don't have to. This month in Managed Services and Networking, companies announce new products, new solutions, and an expanded partnership.

  5. Healthcare IT News For VARS— August 29, 2013
    8/29/2013

    Business Solutions searched recent headlines for news of interest to VARs serving clients in the healthcare industry.

  6. ASIS 2013 Strengthens Security Profession To Face Challenges
    8/29/2013

    ASIS 2013, “Smart, Strategic, Secure,” is designed for “security professionals looking for real solutions to real challenges.” The seminar and exhibition, an annual industry event for security professionals, will take place Sept. 24 to 27 at McCormick Place, Chicago.

  7. Do You Make These Mistakes Selling Cloud Backup?
    8/28/2013

    Are you struggling to see the profits you expected when you added cloud-based backup services to your portfolio? During a recent interview with Business Solutions for the article, "Don't Assume Your Salespeople Can Sell Cloud Backup, " two industry leaders explained that there are common mistakes MSPs make when it comes to implementing and selling these services that might be standing in the way success.

  8. Government IT News For VARs — August 27, 2013
    8/27/2013

    Business Solutions searched recent headlines for news of interest to VARs serving government organizations.

  9. Healthcare IT News For VARs — August 22, 2013
    8/22/2013

    Business Solutions searched recent headlines for news of interest to VARs serving clients in the healthcare industry.

  10. Don’t Prolong Your Decision To Sell Cloud Backup
    8/22/2013

    The Business Solutions magazine article, "Don't Assume Your Salespeople Can Sell Cloud Backup," stresses that your success as a subscription-based IT service provider hinges on your sales team.  In the article, Tiffani Bova, VP, distinguished analyst at Gartner, says only about 30 percent of salespeople will be able to make the transition from the type of selling they did with traditional IT sales and the type of consultative selling required for selling recurring revenue solutions and services. Looking at the potential hurdles involved with selling cloud backup and other subscription-based IT services will cause some resellers to want to postpone their migration to managed services indefinitely. However, you need to consider that risk as well.

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