One of the toughest things that any business owner will run into is, "How do I give more value and keep my customers coming back for more? What can I do to keep the relationship going?" If you are a large, big box company, you have worked the process to an art form. To a small or midsize business owner that sells widgets, the challenge can be tough.
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Many businesses rely on partner companies to assist them with their technology needs. This relationship helps the business focus on what they do best and on what they understand, without the need to build an internal IT organization to support all of their technical needs.
Many retail solution providers are already transitioning to a service model and reaping the benefits. "Today, peaks and valleys experienced in the break-fix model are painful. The managed service model provides more peace of mind," explains owner of Rumpf Computer Solutions, Chris Rumpf.
Providing superior IT solutions to customers not only differentiates VARs from their competitors, it also establishes a foundation of trust upon which a VAR can build a lasting advisor relationship with its customers.
By Dan Hawtof
Last month, I hosted a webinar during which I talked about parago’s recent survey of channel marketers. One thing our research pointed out was their desire to grow beyond pure sales incentives, and start including the behaviors that support sales. But they also told us they’re having difficulty figuring out exactly how to do that.
The true workings of a network are rarely seen and should not be heard. This, in particular, goes for a BDR. The only unfortunate part of this reality is that it is one of the precise reasons why it’s so difficult to sell a BDR solution to a new client.
By Darrin Swan
Trying to survive on product margins has been a losing proposition for years, but an equally poor business choice is to offer just a portion of the key IT services that customers require. Comprehensive services are the lifeblood of your business, and MSPs have a prime opportunity to differentiate themselves and expand business by taking a holistic approach.
Established in 2006 by Managing Director Peter Clarke, LanDynamix is a frontrunner in the South African managed services market. With offices in Johannesburg and Cape Town, the firm has seen sales rise as a result of leaving the reactive IT services world behind and focusing instead on being 100 percent proactive for the benefit of clients.
By John Pearring
Any MSP (managed services provider) providing storage or data center space to a customer should have a product option for data protection for their customers. The physical hand-off of servers and information to an MSP almost always includes a customer expectation that their data will be protected.
Can’t-Miss Advice For Adopting A Services Model
Technology is getting cheaper and that makes it more difficult to wring profits out of sales. Hardware has long been commoditized and software is following suit. The saving grace, many believe, is services.
Please join Mike Monocello, editor in chief, Business Solutions; and George Anderson, product marketing director, Webroot, on Thursday, July 31, 2014 at 1:00 p.m. ET for a webinar on:
• what you can do to evolve your business to a services-based model
• how to become your customer’s go-to source for all things IT
• how to increase your customer base
• how to supercharge your recurring revenue streams
Channel Transitions, powered by Business Solutions Magazine, is a one-day education and networking conference designed to help VAR/MSP executives learn how to best implement and manage the "as a Service" model. The event will feature real-world, nuts-and-bolts, headaches-and-heartaches discussions and success stories on the transition.