Jay McCall

About Jay McCall

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Jay McCall is the networking, managed services, and storage editor with Business Solutions magazine, a monthly publication dedicated to helping IT solutions providers grow their businesses by selling complementary technologies and moving into thriving markets.

Say “No!” To Unprofitable Customers

Say “No!” To Unprofitable Customers

This $7 million MSP walked away from 90% of its prospects while still growing revenue 9%.  Continue Reading...
Merging Break-Fix And Managed Services

Merging Break-Fix And Managed Services

A successful MSP and VAR merger leads to a projected 100% revenue growth this year.  Continue Reading...
  • Find New Upsell Opportunities In Access Control

    As the Internet of Things progresses, physical security services providers have a whole new set of solutions and services to solve their retail customers’ security challenges.

  • Serving Up Hospitality POS At The Grand Canyon

    An ISV’s customized mobile POS solution helps it land a project at a famous tourist attraction.

  • The New Mobile Sales Mantra: It’s Not One Or The Other — It’s All Of The Above

    This integrator’s ability to respond to customers’ needs for mobile solutions that require a combination of consumer and rugged devices was the key to last year’s 30 percent revenue growth and a projected 50 percent revenue growth this year.

  • Create Stability, Profitability With Managed Services

    Focusing on recurring revenue opportunities and spinning off specialty IT companies were two keys to this MSP’s sevenfold profitability growth over a seven-year period.

  • Sell Cloud BDR You Can Count On

    An MSP’s cloud BDR (backup and disaster recovery) is put to a true test within a week of implementation and saves a lumber company customer from total data loss.

  • How a PSA Commitment Led to 150% Revenue Growth

    In a recent blog, I talked about some of the common pitfalls VARs and MSPs run into with PSA (professional service automation) tools. One of the biggest pitfalls identified was “Using 10% of the application.” I recently spoke with Kory Lindersmith and Lonnie Ladwig, cofounders of Dakota Retail Technologies, two guys who can closely identify with this pitfall.

  • Taking Security-as-a-Service To New Levels

    An MSSP’s (managed security services provider’s) ability to quickly assess and implement a PCI-compliant security solution was critical to winning a 4,500-location security implementation with a retailer.

  • Business-Grade BDR: What Really Matters?

    With so many BDR (backup and disaster recovery) solutions to choose from, it’s important that IT service providers understand the key selection and selling points between business- and consumer-grade options.