Newsletter | August 18, 2014

08.18.14 -- The Power Of Multiples: Best Practices For Selling Best-Of-Breed Solutions

Business Solutions
 

In This Issue:

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Reinvent Your Sales Pitch For Managed Services   Reinvent Your Sales Pitch For Managed Services
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Featured Articles
Helgeson Forecasts The Future Of Payments At RetailNOW
By Jim Roddy, president, Business Solutions magazine
With apologies to E.F. Hutton, when Henry Helgeson talks about payments, people listen. The CEO of Merchant Warehouse, who is regularly quoted in Forbes and other national media outlets, drew a large crowd to his Aug. 5 RetailNOW presentation titled, “The Future Of Payments.”
How To Fire A Client
By Andrew Harrover
As a business owner, one of the hardest things I have had to learn is when it is time to fire a client. The need to find and retain clients is driven by the crucible of those early days when you did not have very many clients — when the business was struggling to survive.
The Power Of Multiples: Best Practices For Selling Best-Of-Breed Solutions
Value-added resellers and systems integrators have choices in sourcing, assembling, and deploying hardware and software solutions for customers. These IT solutions specialists can work either with a single vendor that offers most of the technology needed to build end-to-end offerings or multiple vendors to integrate and craft more comprehensive solutions.
IP Opens Doors To A New World Of Physical Access Control
It is no exaggeration to say that network video has revolutionized the world of CCTV. Now the access control industry is on the verge of a similar, groundbreaking development. Once again, the driving force is the transition to TCP/IP-based systems.
7 Reasons NOT To Offer Service Package Options
By Raffi Jamgotchian
When I started Triada Networks in 2008, I had to decide which billing model made the most sense for me. Since I knew that I didn’t want to trade dollars for hours, fixed-price plans seemed to make the most sense, which ultimately led me to embrace the concept of managed services.
Why You Should Embrace Commoditization
By Rob Rae
Is commoditization actually fueling innovation? Yes — I’m actually suggesting that solution providers should be embracing commoditization. Before you call that crazy, or think that I’m just trying to sensationalize, give me a chance to explain.
How Your Company Can Thrive With Marketing Automation
By Clint Hofer
Do you hate that feeling of wondering how long it’s been since you emailed that prospect? When you look at your sales forecast, does it seem like a few leads may have slipped through the cracks?
7 Reasons Why PSA Platforms Are Better Than Homegrown Tools
By Israel Lang
The year was 2006, and our three-year-old company was going through a tremendous growth cycle. Our small team knew that the organic tools we had used early on (mostly spreadsheets, a quickly thrown together Access database, and an SaaS accounting package) might be able to carry us through the current growth cycle, but more than likely wouldn’t carry us through future cycles.
Channel Sales Vendor/Partner Relationships: What Vendors Want (Part 2)
By Dede Haas
A better understanding of what a vendor expects from a partner helps the solution provider make well informed and prudent business decisions that have a positive and profitable impact on their organization.
Things To Include In Your Elevator Speech
By Dan Wensley
In this age of social media, coupled with our instant access to information from anywhere at any time, you might think the need for a traditional elevator pitch is obsolete. However, the old sales practice of crafting a short, succinct introduction to your organization may be more relevant than ever.
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Education. Connections. Results. ScanSource POS and Barcode introduces Healthcare Connect — designed to guide resellers to success in the $34.5 billion healthcare IT market. Join now to find out where the opportunities lie, identify solutions to solve patient care needs, and pain points for IT decision makers and users. www.scansource.com/healthcareconnect
Most Popular News
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Genetec Announces Integration Of Security Center With DMP Intrusion Panels
Webroot Channel Edge Reseller Program Empowers Partners To Increase Profitability
Sponsor
  The Fall 2014 Mobile Payments Conference will be held at the DoubleTree by Hilton, North Shore Chicago, Skokie, IL, on October 6 to 8, 2014. The mobilization of retail is here. Join the world's foremost banking, retail, and mobile experts at the Fall 2014 Mobile Payments Conference in Chicago. The future of retail will hinge on consumer adoption of secure mobile payments.
Featured Event
 
Channel Transitions
Midwest | Oct.7th | Chicago, IL
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.
REGISTER TODAY
Only $199 for world-class education and networking.
Visit the Channel Transitions website for more information.
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