ARTICLES BY JIM RODDY
Recommended VAR Reading: The Challenger Sale
I read The Challenger Sale about a year ago and have been testing its principles and techniques whenever I can. I think the business-to-business sales methods taught in this book are the real deal and could have a significant impact on VAR organizations as they strive to be trusted advisors.
Business Solutions Exclusive: ScanSource’s Dixon Talks Everything Channel
One of the chief lessons I’ve learned from smart channel executives the past 15 years is this: sometimes you need to stop working on the day-to-day of your business and get educated on the most important trends that could affect your business.
Challenges Still Exist For As-a-Service Adoption
During Monday night’s Welcome Reception/Solutions Expo at the 2013 ScanSource Partner Conference, I had a conversation with a solutions provider and a vendor executive about financing the as-a-Service model. The VAR said selling Software-as-a-Service is a no-brainer, but hardware is a completely different story because financing that part of the deal still hasn’t taken shape. The VAR was hopeful because he felt distributors are positioned to partner with a third party to finance Hardware-as-a-Service. The vendor concurred, adding: “We [vendors] are not bankers.”
First Thoughts From (And On The Way To) ScanSource’s Partner Conference
The obvious benefits of channel conferences are the networking, education, and new product information. Another more subtle upside is you’re typically trapped on a plane for hours, affording the opportunity to read and reflect without the typical business interruptions.
8 Channel Threats, 6 Opportunities For Solutions Providers
The panel discussion “Future Channel Opportunities & Threats” at the ASCII Success Summit in Austin, TX featured several excellent points and lots of give-and-take. Here are some highlights from the discussion.
From ASCII Austin: Win Customers Without Showing Technology
For a couple reasons, I was intrigued to listen to sales coach Gil Cargill’s presentation titled “Winning Customers Without Showing Technology” at the ASCII Success Summit in Austin, TX, on Sept. 19. First, as the president of Jameson Publishing, I’m on the receiving end of sales calls and the account exec calling me often speaks in their industry lingo and not mine. Second, as VARs transition from break-fix to the “as a Service” business model, they will need to sell outcomes to customers, not technology functions and features, to convince them to pay a monthly fee for IT services.
From ASCII Austin: Marketing Advice For VARs And MSPs
“Do your customers see value beyond the contract?” - That question opened Jerry Koutavas’ presentation at the ASCII Success Summit in Austin, TX, and he then proceeded to deliver specific actions solution providers should take to ensure they could soon answer his question with an emphatic “yes!”
ASCII Unveils 2013 ASCII Cup Winner, Austin Best Of Show
The ASCII Group has announced its prestigious ASCII Cup Winner for 2013 and the vendors selected “Best of Show” at the ASCII Success Summit held Sept. 18-19 at the Hilton Airport Hotel. At each of this year’s eight ASCII Summits, members of the solutions provider community attending the event vote for their choices in 11 different categories.
ScanSource’s Constantine Talks About Mobility, Retail," As A Service"
Business Solutions president Jim Roddy recently spoke to Paul Constantine of ScanSource about topics including mobility and retail and As a service.
Fast First Thoughts From Austin ASCII Success Summit
I know it’s early, but after two hours of consuming information at the ASCII Success Summit in Austin, TX, I’ve heard some consistent themes emerging already...