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.

Find Your Cloud Services Niche

Find Your Cloud Services Niche

This MSP’s client communication skills and intentional focus on cloud services are important keys to its projected 25 percent revenue growth this year.  Continue Reading...
3 Lies Break-Fix VARs Tell Themselves About Managed Services

3 Lies Break-Fix VARs Tell Themselves About Managed Services

Despite the growing number of managed services success stories, many VARs are reluctant to make the switch, and here’s why.  Continue Reading...
  • A Small MSP’s Secret To Landing International Cloud Deals

    This MSP’s hosted Exchange win with an international engineering firm illustrates how consultative selling evens out the competitive landscape.

  • 3 Tips For Beating Cloud Pricing Paralysis

    You put a lot of thought, research, and training into selecting your latest cloud service and you know that coming up with an attractive price is very important. But, don’t fall into the trap of analysis paralysis, warns Jason Etheridge, president and CEO of Logic Speak, an MSP that’s projecting 25% revenue growth this year, following last year’s 15% revenue growth over 2012. Etheridge offers the following three tips to those struggling with pricing their cloud/managed services...

  • From Flat To Flourishing: The Smart Way To Grow POS Revenue

    This retail VAR discovered innovative ways to bundle customers’ legacy POS equipment with professional and payment processing services, which is leading to $500,000 in projected revenue growth this year.

  • Take Financial Services To The Cloud

    This $213-million company’s record fiscal year is a result of overcoming customers’ cloud fears and expanding its managed services practice.

  • Why Now Is The Right Time To Sell IP Security

    With a market poised for explosive growth over the next three years, smart IT integrators are capitalizing on their advantage over traditional security dealers.

  • Defeating Goliath In The Cloud BDR Arena

    An MSP’s consultative sales approach helps it unseat a multibillion-dollar competitor to win a cloud BDR (backup and disaster recovery) project worth $8,000 per month.

  • 3 Proven Methods For Selling Subscription-Based Services

    When it comes to selling subscription-based IT and professional services, there are multiple approaches used by service providers. Here’s a quick summary of three popular approaches, followed by some thoughts from a successful MSP that helps put these options into perspective and offers a smart way to keep managed services clients from reverting back to their former break-fix statuses.

  • Deliver The Mobile Experience From Inception To Retirement

    This solutions provider’s year-over-year double-digit growth stems from its ability to remove customers’ IT burdens by providing comprehensive IT consulting, implementation, and management services.