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.

Break Out of Your Managed Services Sales Rut

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.  Continue Reading...
Making The Case For Managed Services

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.  Continue Reading...
  • 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.

  • Why Small Business Security Is Such A Big Deal

    When small business owners read headlines about security breaches at Target and other multi-billion dollar companies, it can lead to the false notion that cybercriminals really aren’t interested in going after the “small potatoes” of the world. There’s mounting evidence, however, that suggests this mindset is not only prevalent — it’s harmful.

  • IP Video And Access Surveillance Control: A Profitable Combination

    This systems integrator’s expertise selling video surveillance and access control solutions to education and other leading verticals is leading to a projected $8 million in growth this year.

  • A “No BS” Approach To Growing Recurring Revenue Sales

    This MSP’s 4-step business strategy, which is based on KPIs (key performance indicators) and years of hard-learned lessons, is resulting in 55%-plus service-based profit margins.