Here’s How One VAR Trounces Its Competition
I recently had the privilege of interviewing Joe Amaral, owner of The Amaral Group, an IT products and services provider that earned the #92 spot on the prestigious Ingram Micro SMB 500 list of top-performing partners in 2012.
Don’t Prolong Your Decision To Sell Cloud Backup
The Business Solutions magazine article, "Don't Assume Your Salespeople Can Sell Cloud Backup," stresses that your success as a subscription-based IT service provider hinges on your sales team. In the article, Tiffani Bova, VP, distinguished analyst at Gartner, says only about 30 percent of salespeople will be able to make the transition from the type of selling they did with traditional IT sales and the type of consultative selling required for selling recurring revenue solutions and services. Looking at the potential hurdles involved with selling cloud backup and other subscription-based IT services will cause some resellers to want to postpone their migration to managed services indefinitely. However, you need to consider that risk as well.
Enlist Your Company In MSP Boot Camp
This MSP turned to professional coaching to improve its business and realized 30% revenue growth last year as a result.
Do You Need A Mobile Data Collection Makeover?
Adapting its mobile communication platform to changes in the transportation industry is key to this VAR’s continued double-digit growth.
Sell Network Security As A Service To Reach More Customers
As network security threats continue to grow and become more complex, cloud-based security solutions are playing a growing role in helping VARs and MSPs protect their customers.
Don’t Assume Your Salespeople Can Sell Cloud Backup
Two of the biggest predictors of success with any subscription-based IT service are whether your salespeople embrace it and if they know how to sell it.
Avoid The Cloud Services Piecemeal Trap
One of the biggest sales challenges VARs and MSPs face is walking the fine line between being flexible and being firm. The former entails being accommodating, whereas the latter usually entails telling a customer ‘No.’
Looking To Grow Your Cloud Revenue? Don’t Pass On PaaS
Most VARs and systems integrators make their foray into the cloud by offering data backup, hosted Exchange, and/or selling SaaS (software as a service) offerings. After gaining a comfort level with the cloud, some service providers take the next step, which is building solutions in the cloud, a service that’s known as PaaS (platform as a service).