Think All BDRs Are Equal? Think Again.
Here's a sneak peek into the testing that's currently underway on seven hybrid backup solutions, which will be featured in the March 2013 issue of Business Solutions magazine. I spoke with our tester, Eric Brown, CEO of Remote Technology Management, this week, and he shared some interesting feedback . "After testing StorageCraft and seeing how well their product performed and how much flexibility they offer regarding off-site backups, I could see where it would make sense for an MSP to rent storage space from a cloud data center and start reselling their own cloud services. Right now, we're considering using StorageCraft for some of our clients' laptops, unless one of the other software-based BDR vendors turns out to have a superior product." At the time of my call with Brown, he had yet to test Asigra, CharTec, KineticD, and Unitrends.
Don't Let This Delay Your Transition To Managed Services
One of the most common themes I see in the channel centers around a VAR's decision to become a managed services provider (MSP). So many see the value in it, but less than half actually take action to make that transition. And, of those who do, only a minority become successful. A few months ago, I wrote an article about underpricing being the #1 culprit plaguing many VARs-turned-MSPs. I recently came across one other problem many new MSPs face, which Steve Rutkovitz, CEO of Choice Technologies, summarizes as effective communications. "With managed services, there is a lot more communication required to be successful compared to what's required to be a break-fix VAR," he says. "In the past, IT skills were the big differentiator among channel competitors. Going forward, the VARs and MSPs that communicate more effectively will be the big winners."
What Every MSP Ought To Know About Selling Cloud Services
I recently came across a study conducted by Avere and Gatepoint Research that highlights cloud trends based on feedback from 100 executives at companies throughout the country ranging in size from SMB to enterprise.
The Results Are In: This Was Exactly What BSM Readers Wanted
Last week, we featured the results of our RMM (remote monitoring and management) product reviews in our Networking Newsletter and Storage and Managed Services Newsletter. Both newsletters performed better than all of our 2012 Networking and Managed Services newsletters. This has been an exciting confirmation from you, our readers, who first told us in last year's survey that the one change you wanted us to make was adding product reviews to our editorial. As always, we're glad we listened.
New Year's Resolution #1: Start Selling Managed Services
With the holidays just behind us, it's the perfect time to start thinking about setting goals for 2013. For the 60% of you (according to CompTIA's research) that still aren't selling managed services, what better time than the present to start thinking about how you can change your business from break-fix to managed services or add managed services as an option for your customers?
The BSM Top 5 Networking And Data Storage Articles Of 2012
5. Five Costly Mistakes IT Service Providers Make When Selling Business Continuity
This white paper, written by BDR (backup and disaster recovery) and BC (business continuity) vendor Datto gets to the heart of the contrast between mere backup and business continuity. The punchline: having your customers' data is stored safely in the cloud, that's nice, but if they can't access it after their local server fails, they're still losing money.
One Mistake That Makes You Hate Selling Managed Services
This morning I spoke with Sean Vojtasko, executive VP at BlueWave Computing, LLC, one of the largest MSPs (managed services providers) in the country. I was getting his input on a tech trend article I'm working on, and he mentioned something to me -- almost as an aside -- that I thought was so valuable that I wanted to share it with you right away.
Here's One Secret The Top Managed Services Providers Know That You Don't
As the end of the year is quickly approaching, and I'm reflecting back on the nine trade shows, conferences, and events I've attended, plus the many conversations I've had with managed services providers (MSPs) and VARs, I've been thinking about the most important themes I've picked up this year, and I wanted to share one that I think will resonate with a lot of our readers. There's all kinds of research pointing to the fact that the channel is moving from the traditional break-fix business model to a subscription-based recurring revenue model. The sad reality is, however, that even those who now refer to themselves as MSPs, the majority of their customers (more than 80%, according to N-able's research), have yet to buy-in to this new business model.