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.

Discover Payment Processing Sales Opportunities Outside Of Retail

Discover Payment Processing Sales Opportunities Outside Of Retail

Although retail is the first vertical many VARs and MSPs look to for payment processing opportunities, there are lucrative possibilities in other verticals, too.  Continue Reading...
Convert Break-Fix Customers To Managed Services Through MPS

Convert Break-Fix Customers To Managed Services Through MPS

Addressing a community health center’s printer, copier, and fax environment with a managed print service (MPS) contract was a key prerequisite to selling managed services.  Continue Reading...
  • Overcome the #1 Sales Objection to Managed Services. Here’s How.

    Studies show that managed services providers as a whole are struggling to convert their customers over to a recurring revenue model. While attending an N-able by SolarWinds conference, former MSP Gary Pica, CEO and founder of TruMethods, an MSP mentoring company, addressed this pain point to an engaged audience of managed services providers. Pica shared a story from his managed services days when he presented a plan to convert a customer over to a recurring revenue model and was met with the classic objection many MSPs face: “Our IT is fine. Why should I spend more money with you?”

  • Will 2014 Be The Year For Mass Mobile Payments Adoption?

    Although mobile payment conversations have been “in the works” for the past decade, there’s good reason for retail VARs to get ready now for big changes happening in the near future.

  • Sell A Cloud Infrastructure With A Local BDR Safety Net

    An MSP saves a wealth management customer $70,000 on an IT upgrade and earns recurring revenue in the process.

  • A VAR’s Ascent To The Managed Services Summit

    After years of selling break-fix IT services, this VAR-turned-MSP figured out the secret to double-digit revenue growth and recurring revenue.

  • Discover New Bar Code Scanning Revenue In Healthcare

    This IT service provider’s consultative sales approach and understanding of important healthcare trends are keys to its projected 30% revenue growth this year.

  • Ditch Your “Wait-And-See” Approach To Selling BDR In 4 Easy Steps

    Because the majority of my conversations are with VARs and MSPs that sell BDR (backup and disaster recovery) services, I sometimes have to remind myself that not all resellers are proactively selling BDR and/or experiencing great success. A recent study conducted by cloud backup vendor Intronis in conjunction with the 2112 Group and Business Solutions magazine revealed a very different picture: 44 percent of the more than 350 channel partners recently surveyed on this topic said they are not proactively selling BDR services to their clients. Instead, they are taking a wait-and-see approach to the problem.

  • Avoid These 4 Deadly Sins Of Managed Services

    During a conversation I had with Bob Lawson, product director at GFI MAX, we discussed the major pitfalls MSPs run into that can sabotage their practices.

  • 2 Reasons SMBs Need Your Managed Services And Security Help Now

    If you’re not currently selling network security and managed services to SMBs, consider this: According to the latest U.S. Census Bureau statistics, there are more than 2 million firms with 5 to 99 employees.