Jay McCall

About Jay McCall


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.

Build Your Business On An IP Video Foundation

Build Your Business On An IP Video Foundation

Unlike larger competitors that are entrenched in analog video, this IT solutions provider’s decision to sell and support IP-based solutions is leading to another year of triple-digit revenue growth.  Continue Reading...
Why MDM Is A Mobile Solution Must-Have

Why MDM Is A Mobile Solution Must-Have

By uncovering a customer’s mobile computing pain points, this VAR won a 55-unit mobile computing install, plus an MDM (mobile device management) upsell.  Continue Reading...
  • Why Selling Hybrid Storage Is The Better Decision

    By making a few subtle changes to your sales approach, you can start selling hybrid backup solutions that are better for you and your customers.

  • The Most Common Mistakes MSPs Make With Off-Site Backups

    I recently spoke with three industry experts about the topic of cloud/off-site backups. I asked them about the most common mistakes MSPs make with regard to selling and implementing this kind of solution/service. Here is what they’re seeing as well as some tips they shared.

  • 4 Tips For Getting Out Of Your Managed Services Sales Slump

    For as much positive press as the recurring revenue, as-a-service sales model has gotten lately, it may come as an initial shock that analyst group Ovum released a report recently stating that the "IT services market endured a dismal end to 2012," and "The TCV [total contract value] of deals announced in the fourth quarter of 2012 was $20.8 billion, down 34% from the same period the previous year."

  • Why Selling Mobile Security Is A Non-Negotiable

    According to an independent study conducted by Trend Micro,  if Android app store providers don’t act soon, we could see more than 100,000 malicious Android apps showing up in the Android app store in the near future.  This, combined with the fact that more and more companies are allowing employees to bring their own devices to work for the purpose of accessing corporate networks is creating a potential serious security threat to many of your customers.

  • The 2 Biggest Threats Your Healthare Clients Face: Lost/Compromised Data

    Business Solutions recently reached out to several industry experts to get an update on the latest trends happening within several key vertical markets, including healthcare. Following is the dialogue I had with Pavan Vyas, product marketing manager at Asigra, a hybrid backup and data recovery vendor.

  • Why The "Tape Is Dead" Myth Is Even More Laughable Now

    While it may be true that the number of companies that are starting to see the value of a BDR (backup and disaster recovery) solutions is increasing, it seems like disputes around the best way to backup clients' digital assets is on the rise as well. One topic that's often at the center of such debates is tape backup. I recently spoke with Bill Trautman, director of storage technology at DataSpan, to get some clarity on this topic. Trautman has more than 30 years of experience in the IT industry, working in both a sales and technical capacity at companies such as NetApp, Sun, Apple, Lexmark, and GCC Technologies. Check out what he had to say about this topic.

  • 2 Reasons Cybercriminals Love Your SMB Customers

    According to Symantec's research, in 2010 approximately 286 million different types of malware were responsible for more than 3 billion total attacks on computer users.

  • The SMB Market: A $1 Trillion Secret You Can't Ignore

    After covering the IT industry for 12+ years, it's rare that I'm surprised by news announcements, industry studies, or other IT events. That said, it does happen, and here's a recent example that I'd like to share. A study by analyst group Gartner projects the SMB market to surpass the $1 trillion mark in IT spending by 2015, representing 44% of the total IT spend worldwide. With so many hot vertical markets (e.g. banking and finance, education, government, healthcare, legal, and retail) out there, this one market accounts for nearly half of all the IT spending!