Sell Break-Fix Services With A Proactive Security Twist

By The Business Solutions Network

Paying attention to customer IT trends was the key to this VAR’s ability to land a network security implementation with a 35-employee home healthcare service company.

Despite the claims of managed services and the allure of recurring revenue, not every VAR is ready to make that transition. But just because a VAR isn’t selling managed services doesn’t mean it can’t borrow some of the tools MSPs (managed services providers) use and adopt a few managed services principles. Lyons Computers is a good example of a VAR that’s adopting managed services tools and taking proactive measures to better serve its clients.

Case in point is Solutions Infusion Therapy, a growing home healthcare service company based in Birmingham, AL, that has 35 employees and three office locations. For years, Solutions Infusion Therapy has relied on Lyons Computers to fix its servers and computers after problems occurred. Like so many small businesses, the home healthcare service company didn’t want to pay a monthly managed IT service contract and preferred instead to purchase computers and other IT hardware and software on its own, as well as performing its own software updates and maintenance when possible.