Editor's Notebook

  1. From RSPA INSPIRE: Change Now To Become A Next Generation Partner

    Arlin Sorensen, the founder and CEO of the channel-focused HTG Peer Groups, gave a keynote presentation at the INSPIRE Thought Leadership Summit, hosted by the RSPA (Retail Solutions Providers Association) Feb. 2-5 at the Gran Melia Golf Resort outside San Juan, Puerto Rico.

  2. Recommended VAR Reading: The Challenger Sale

    I read The Challenger Sale about a year ago and have been testing its principles and techniques whenever I can. I think the business-to-business sales methods taught in this book are the real deal and could have a significant impact on VAR organizations as they strive to be trusted advisors.

  3. Challenges Still Exist For As-a-Service Adoption

    During Monday night’s Welcome Reception/Solutions Expo at the 2013 ScanSource Partner Conference, I had a conversation with a solutions provider and a vendor executive about financing the as-a-Service model. The VAR said selling Software-as-a-Service is a no-brainer, but hardware is a completely different story because financing that part of the deal still hasn’t taken shape. The VAR was hopeful because he felt distributors are positioned to partner with a third party to finance Hardware-as-a-Service. The vendor concurred, adding: “We [vendors] are not bankers.”

  4. First Thoughts From (And On The Way To) ScanSource’s Partner Conference

    The obvious benefits of channel conferences are the networking, education, and new product information. Another more subtle upside is you’re typically trapped on a plane for hours, affording the opportunity to read and reflect without the typical business interruptions.

  5. 8 Channel Threats, 6 Opportunities For Solutions Providers

    The panel discussion “Future Channel Opportunities & Threats” at the ASCII Success Summit in Austin, TX featured several excellent points and lots of give-and-take. Here are some highlights from the discussion.


  6. SYNNEX Keynote Herm Edwards Shares NFL Lessons That Resonate With Break/Fix VARs

    I’ve been to my share of industry conferences and have sat through my share of keynote speakers. So, when I saw that Herm Edwards, ESPN analyst and former NFL coach and player, was speaking, I expected a speech filled with touching and humorous NFL stories tied to life lessons and motivational wisdom. Edwards delivered all that, but in a way that exceeded my expectations.

  7. Here's A Better Way To Review Surveillance Video

    There's a lot to see at ASIS. The physical security industry conference and expo boasted more than 700 exhibitors showing the latest and greatest surveillance and access control solutions. Having only a few days to get around the floor, the sad fact is that I’m sure I missed seeing some very cool things while there last week. However, there is something I saw that impressed me quite a bit. Let me set the stage...

  8. Evaluating A New Vendor

    In the coming months in the pages of Connect, you’ll read articles focused on technologies you should strategically consider adding to your line card. Great, but what if it’s been a while since you’ve gone through the process of adding a new vendor/product to your portfolio? We’ve assembled a handy checklist of things to consider when doing your evaluations. As you use run a vendor down this checklist, your overall goal is to determine what it takes to go from 0-60 and how the vendor will help you in the process.

  9. 3 Tips Every Managed Services Provider Should Know

    If you’re a reseller new to the managed services model or an established MSP looking to hit the next level of your business, Thomas Clancy Jr., partner and manager of sales and operations for Valiant Technology, says a simple formula has been instrumental to Valiant’s success. His lessons are to the point, actionable, and very relevant.


  10. Point Of Sale And Payment Processing News From August 2013

    Each month, Business Solutions collects and sorts through all the relevant channel news so you don't have to. This month in Point Of Sale And Payment Processing, companies announce new products, new solutions, new collaborations — and the PCI Security Standards Council (PCI SSC) announces a preview of version 3.0 standards changes.