Build A 100% Recurring-Revenue Business In The Financial Vertical
By Jay McCall
A Canadian VAR transitions his business completely out of break-fix and into managed services by honing his expertise in the U.S. broker-dealer market.
Like many VARs and MSPs, Allan Lonz, president and CEO of AdvisorVault, got his business off the ground primarily by selling break-fix services, such as PC and server sales, implementations, and troubleshooting. However, not long into his new venture, Lonz recognized the predictable income model of managed services as being much more appealing, and he started looking for a way to make the transition. Over a two-year period, AdvisorVault evolved as Lonz figured out which vertical market he wanted to sell to and how he wanted to transition from the unpredictable world of break-fix to the predictable, steady income model of managed services. I caught up with Lonz recently, and he shared with me highlights of his business transformation from a break-fix VAR to where he is today, earning 100 percent of his income from recurring revenue.