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

Ditch Your “Wait-And-See” Approach To Selling BDR In 4 Easy Steps

Ditch Your “Wait-And-See” Approach To Selling BDR In 4 Easy Steps

Because the majority of my conversations are with VARs and MSPs that sell BDR (backup and disaster recovery) services, I sometimes have to remind myself that not all resellers are proactively selling BDR and/or experiencing great success. A recent study conducted by cloud backup vendor Intronis in conjunction with the 2112 Group and Business Solutions magazine revealed a very different picture: 44 percent of the more than 350 channel partners ...  Continue Reading...
Avoid These 4 Deadly Sins Of Managed Services

Avoid These 4 Deadly Sins Of Managed Services

During a conversation I had with Bob Lawson, product director at GFI MAX, we discussed the major pitfalls MSPs run into that can sabotage their practices.  Continue Reading...
7 Must-Haves Before You Hire A Salesperson

7 Must-Haves Before You Hire A Salesperson

I was glancing over my notes from IT Nation and came across some gems concerning hiring a salesperson. During his presentation entitled "How to Hire, Fire, Compensate & Ensure Success of a Sales Professional," Alex Rogers, CEO of CharTec, shared his 7 must-haves before you hire a salesperson. I couldn't find these anywhere online so I thought I'd share them here.  Continue Reading...
It's Time To Respect The 'Free' POS Model

It's Time To Respect The 'Free' POS Model

As we wrap up our February issue, which includes a feature article on a NYC-based VAR doing quite well selling Harbortouch, I thought about how many resellers we've spoken with in the past couple years who've embraced the Harbortouch model of "free" POS. The booing still exists, primarily from companies in the channel that made their livings off of high margin sales, but I hear a lot more cheering than anything else nowadays.  Continue Reading...
Why Now Is The Right Time To Sell Backup & Recovery To Retailers

Why Now Is The Right Time To Sell Backup & Recovery To Retailers

If you're a retail IT VAR interested in adding recurring revenue sources to your line card, listen up. In the world of managed services, one of the leading, most profitable offerings is backup and recovery, or BDR (backup and disaster recovery), or business continuity. While speaking with some BDR experts for an upcoming magazine article, editor Jay McCall added in some questions about BDR opportunities in the retail vertical. Their...  Continue Reading...
What Goodies Will NRF 2014 Hold In Store For The Retail Channel?

What Goodies Will NRF 2014 Hold In Store For The Retail Channel?

Next week is the NRF BIG Show, the biggest retail technology show of the year. While I’m not looking forward to the frigid temperatures and windy streets of NYC, I am looking forward to seeing the next step in the evolution of retail IT. This event is really a mixed bag for me. There’s so much to see and, unfortunately, not all of the solutions on display will be sold through the reseller channel. I’m on the...  Continue Reading...
Converting To As-a-Service? Take Your Time.

Converting To As-a-Service? Take Your Time.

By far, the biggest objection I hear to converting from break-fix to the As-a-Service model is the change in cash flow. Experts and MSPs who've already made the transition have very clear advice: make the transition in stages and as your company can accomodate.  Continue Reading...
Best Channel Vendors 2014: Always Room For Improvement

Best Channel Vendors 2014: Always Room For Improvement

You should have found in your mailbox this week the January 2014 issue of Business Solutions magazine, which contains the results of our annual Best Channel Vendors survey. This is the sixth year we've run this survey which gives us a lot of data to analyze. One fun thing I did last year with the winner's list was to apply conditional color formatting to the scores to create a heat map. I did it again for this...  Continue Reading...
Where Retail IT VARs Should Focus In 2014

Where Retail IT VARs Should Focus In 2014

I’m not a fan of articles where the writer uses their “wisdom” to make educated guesses and then emphatically recommends you take actions that could affect your business adversely. I’d rather leverage research and real-world data to make statements you can feel more confident about embracing.  Continue Reading...
Why Increased Profitability Might Be Out Of Your Reach

Why Increased Profitability Might Be Out Of Your Reach

If you’re a VAR or integrator looking to become more profitable, check this out. I attended a lot of trade shows and partner conferences focused on managed services this fall and sat through a ton of educational sessions. Something that really jumped out at me about MSPs is their focus on business metrics.  Continue Reading...

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