A Blog From The Editors Of Business Solutions Magazine A Blog From The Editors Of Business Solutions Magazine

Your Brand Is More Important Than You Realize

Your Brand Is More Important Than You Realize

If there’s one area where IT service providers disagree, it’s on the topic of branding. I’ve mentioned in past articles that one of the most common forms of branding many channel companies still hold fast to is “word of mouth” or referral marketing. But, even among those with more formalized marketing programs, there are conflicting schools of thought about best practices.  Continue Reading...
Get The Answers To All Your Nagging Retail IT Questions

Get The Answers To All Your Nagging Retail IT Questions

June is just around the corner and summer will quickly be upon us. While August - and RSPA RetailNOW - might feel far away, the reality is that it will be here before you know it. It's with that in mind that I wanted to get to you now about this great event and plant some seeds. It's self-reflection time.  Continue Reading...
Drive Video Management Software (VMS) Revenue With Integration Services

Drive Video Management Software (VMS) Revenue With Integration Services

Security continues to be a hot topic in the channel as the threat landscape continues to grow. In addition to opportunities to sell network security solutions and services, physical security is another big opportunity. I recently had the privilege recently of speaking with Chuck Moeling, executive vice president of Interface Security Systems Holdings. This systems integrator and MSP is integrating IP video surveillance systems with alarm...  Continue Reading...
What The POS Channel Can Learn From The Vantiv-Mercury Deal

What The POS Channel Can Learn From The Vantiv-Mercury Deal

The recent news of the Vantiv-Mercury deal will keep the POS and payments channels buzzing for some time. It’s got us talking here at our office about all the implications. One of my colleagues asked the rhetorical question, “Do our retail and restaurant IT VAR subscribers realize how important they are to the payments industry?” Great question.  Do you? Plain old payment processing isn’t enough to get a ...  Continue Reading...
What I Learned At The Smart VAR Healthcare Summit

What I Learned At The Smart VAR Healthcare Summit

Last week, ScanSource and Business Solutions jointly held our first Smart VAR Healthcare summit in New Brunswick, NJ. The event was designed to give POS & Badcoding VARs "inside information on the channel's fastest growing vertical from healthcare end users."  While I've written a number of healthcare-related stories during my time at BSM, I learned a lot in planning for this event and from the...  Continue Reading...
Reactions To The Vantiv-Mercury Deal

Reactions To The Vantiv-Mercury Deal

In the wake of yesterday’s big payments/POS news, I sought reactions from a handful of retail IT VARs, ISVs, and vendors -- including Vantiv and Mercury. I don't want this article to imply that this deal is good or bad for the channel. The reality is that it's too soon to know for sure and details still need to shake out. That said, the following reactions are real and valid at this point in time.  “I think it can...  Continue Reading...
Thoughts On The Vantiv-Mercury Deal

Thoughts On The Vantiv-Mercury Deal

The Vantiv investor call on the topic of the Mercury acquisition just ended and I'm staring at a page full of notes. Before I head home for the day, I thought I'd share some of them, as well as my thoughts. On the call was Charles Drucker, President and CEO of Vantiv; Matt Taylor, CEO of Mercury; and Mark Heimbouch, CFO of Vantiv. Lots of talk about Mercury's technology and partner base, but nothing...  Continue Reading...
The #1 Reason Your Managed Services Transition Is Faltering

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...  Continue Reading...
Motorola Solutions Comments On Zebra Acquisition

Motorola Solutions Comments On Zebra Acquisition

Earlier today, we reported on the big news of Zebra acquiring the Enterprise piece of Motorola Solutions for a cool $3.45 billion. I followed up shortly thereafter with responses from a handful of Motorola/Zebra partners. Now, I’ve got a response from Motorola Solutions’ Chris Lonnett, vice president, Global Channels & Sales Operations.  Continue Reading...
What Does The Zebra-Motorola Solutions Deal Mean To The Channel?

What Does The Zebra-Motorola Solutions Deal Mean To The Channel?

This morning, Motorola Solutions and Zebra dropped some big news. The gist is that Zebra is paying $3.45 billion to acquire Motorola Solutions’ enterprise mobility business. Zebra becomes an end-to-end mobility solutions provider. Motorola focuses on its government radio business. Unlike previous acquisition news in this industry, this deal brings together two companies that complement one another rather than simply gobble up a...  Continue Reading...

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