Jay McCall

About Jay McCall

Google+

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.

Your Brand Is More Important Than You Realize

Your Brand Is More Important Than You Realize

If there’s one area where IT service providers disagree, it’s on the topic of branding. I’ve mentioned in past articles that one of the most common forms of branding many channel companies still hold fast to is “word of mouth” or referral marketing. But, even among those with more formalized marketing programs, there are conflicting schools of thought about best practices.  Continue Reading...
Drive Video Management Software (VMS) Revenue With Integration Services

Drive Video Management Software (VMS) Revenue With Integration Services

Security continues to be a hot topic in the channel as the threat landscape continues to grow. In addition to opportunities to sell network security solutions and services, physical security is another big opportunity. I recently had the privilege recently of speaking with Chuck Moeling, executive vice president of Interface Security Systems Holdings. This systems integrator and MSP is integrating IP video surveillance systems with alarm...  Continue Reading...
  • Don’t Miss The Next Big Thing In VMS

    This large managed services provider differentiates itself from competitors by integrating video management software (VMS) with alarm systems and physical security services.

  • Break Out of Your Managed Services Sales Rut

    This MSP’s willingness to relinquish control of his company and focus on his sales process is leading to unprecedented double-digit growth this year.

  • Making The Case For Managed Services

    Despite the fact there are serious obstacles that need to be addressed, making the transition to managed services is well worth it in the end.

  • An MSP Uses RMM To “Exorcise” A Law Firm’s Server Room

    An RMM (remote monitoring and management) tool solves a law firm’s unexplained server problem and earns this MSP a recurring revenue contract with multiple upsell opportunities.

  • The #1 Reason Your Managed Services Transition Is Faltering

    If you really dig into the challenges that IT service providers face as they transition to managed services, hiring the right salespeople is always near or at the top of the list. Gartner VP and distinguished analyst Tiffani Bova has said that only one-third of a VAR’s existing sales force will be able to make the transition. Those who have made the transition can attest, if you’re going to sell managed services you’ll need to hire more salespeople.

  • The Critical Diversify Or Die: Move Into MPS

    This office supply company’s foray into managed print services (MPS) brought in a new, multimillion-dollar, recurring revenue stream that’s offsetting its shrinking office products business and positioned it for growth.

  • Capitalize On The Growing BYOD Security Threat

    Alleviate your customers’ struggles to fit personal mobile devices into their IT environments, and earn incremental recurring revenue streams in the process.

  • Increase Your Mobile POS Revenue In The Hospitality Market

    A hospitality VAR’s persistence in finding the right POS solution for a growing hospitality customer leads to a successful implementation and 15 follow-up sales.