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

2 Reasons SMBs Need Your Managed Services And Security Help Now

2 Reasons SMBs Need Your Managed Services And Security Help Now

If you’re not currently selling network security and managed services to SMBs, consider this: According to the latest U.S. Census Bureau statistics, there are more than 2 million firms with 5 to 99 employees.  Continue Reading...
Is 2014 The Beginning Of The End?

Is 2014 The Beginning Of The End?

Before you jump to the conclusion that this is a doom-and-gloom article, let me promise you it isn’t. It’s a story about opportunity. True, where there’s opportunity, there’s often the other side of the coin where weakness and threats lie. My goal, and that of Business Solutions, is to keep readers like you on the opportunity side of business. I want you profitable and thriving in 2014 and into 2015.  Continue Reading...
Dropbox' Move Into The Enterprise: Your Worst Nightmare Or Killer Opportunity?

Dropbox' Move Into The Enterprise: Your Worst Nightmare Or Killer Opportunity?

While, in the past, MSPs sought to talk customers out of using Dropbox in place of more robust solutions, it seems that the company is poised to make a move into the enterprise realm. In fact, an article by Forbes claims that such a move is necessary if the company plans to hit the growth numbers investors have expected.   Continue Reading...
Recommended VAR Reading: The Challenger Sale

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.  Continue Reading...
Old School Solutions Providers Need A Renaissance ... Or Retirement

Old School Solutions Providers Need A Renaissance ... Or Retirement

Sometimes I wonder if I sound like a broken record to readers. “Expand your line card by selling complementary technologies to existing customers. Adopt the as-a-Service model to build a predictable revenue stream and maximize profitability.” When you boil down almost every article in Business Solutions, you should find one or both of those messages.  Continue Reading...
Make 2014 A Banner Year. Here’s How.

Make 2014 A Banner Year. Here’s How.

Before you know it, we’ll be ringing in the new year. You might be one of those ambitious people who make resolutions to better yourself personally. If so, kudos to you! But, have you ever considered a resolution to improve your business?  Continue Reading...
Today's Modern Retailer Requires A Modern Solutions Provider

Today's Modern Retailer Requires A Modern Solutions Provider

The POS industry has changed. Big surprise, right? Thanks to a variety of factors, with the two biggest probably being payment processors entering the market and the appeal of iPad POS, prices and margins on traditional POS solutions have tanked, leaving many long-standing POS dealers scratching their heads or, worse, working on an exit strategy.  Continue Reading...
Curious VAR's Guide To Expanding Your Product Portfolio

Curious VAR's Guide To Expanding Your Product Portfolio

At the beginning of the month I attended SYNNEX' National Conference in Greenville, SC. I really enjoy this event because it's not focused on one vertical or type of solution. Rather, you get a chance to see and hear about everything from servers, printers, and tablets to healthcare, education, and government. For those VARs open-minded enough to be looking for the next big opportunity, the expo floor of this broad event is the place...  Continue Reading...
Challenges Still Exist For As-a-Service Adoption

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...  Continue Reading...
First Thoughts From (And On The Way To) ScanSource’s Partner Conference

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.  Continue Reading...

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