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.

Why Now Is The Right Time To Sell IP Security

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.  Continue Reading...
Defeating Goliath In The Cloud BDR Arena

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.  Continue Reading...
  • 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.

  • Refine Your Managed Services Blueprint

    This MSP finally started experiencing year-over-year double-digit profits in managed services after making a few changes to its processes.

  • No Time For POS Downtime

    Your retail clients can lose tens of thousands of dollars an hour if their brick-and-mortar or online point of sale systems crash, making BDR (backup and disaster recovery) a must-have.

  • Lead With BDR, Follow With Managed Services

    After winning a backup and disaster recovery (BDR) implementation, an MSP changes its hotel client’s break-fix mentality and earns a 3x upsell with monthly recurring revenue.

  • 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.

  • 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 systems, which results in what the company calls “video verifiable alarm systems.” What business challenge does this solve, you may wonder? One of the biggest challenges every company faces: false alarms, which account for 98% of all triggered alarms.

  • 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.