Physical Security Executive Commentary
Four Reasons Why Selling Physical Security Makes Sense
Many traditional resellers might be overlooking the growing opportunities surrounding physical security and IP surveillance. Tom Burns, director of physical security for Ingram Micro, says they can add a profitable new dimension to their businesses if they take a deeper look at the new realities shaping the market. He lists four ways security technology is driving ROI for the channel.
Channel Vendor/Partner Relationships: How Opposites Attract And Stay Together — Or Not, Part 1
If a channel sales partnership is to be successful, it’s all about the relationship between the vendor and the partner. There can be all kinds of fancy channel programs and spiffs, but if the channel partner does not feel treated as a legitimate business partner, the partnership will not work. In this first of five articles in the series, Dede Haas, channel sales strategist with DLH Serices asks, "Is it love at first sight? "
5 Must-Haves For School Security Systems
Solutions for a wide range of educational institutions include numerous technologies, but the most useful, says Steve Surfaro of Axis Communications, are those that complement operating procedures, incident response, crisis management/recovery, and the security master plan.
Why Doing It Yourself Is More Pain And Less Profit
Many people figure it must be easier to build capabilities rather than buy them. For some, this may hold true, but for most, explains Justin Crotty of NetEnrich, the better answer is to partner with providers who have made the management of complex IT environments — from on-premise to cloud and SMB to enterprise — their business.
10 Pitfalls To Avoid When Selling Surveillance
James Marcella, Axis Communications, lists 10 things to consider when addressing the needs of physical security concerns.
5 Ways To Turn Training Into A Revenue Generator
Dan Schwab, co-president of D&H Distributing, lists ways VARs can leverage training to their advantage.
Managed Service Myths Break-Fix VARs Believe
ASCII member Douglas R. Grabowski, managing partner of Grabowski Group, tells why it’s not difficult to change your business from break-fix to managed services He lists five common myths a break-fix VAR might believe — and the truth.
4 Tips to Boost IT Services Profitability
Len DiCostanzo, senior VP of community and business development for Autotask, gives four tips to help improve pricing strategies to increase profits on IT solutions.
3 Mistakes VARs Make When Selling To Hospitals
In today’s competitive market, following an appropriate sales mode is crucial for success in the healthcare vertical. Eddie Franklin, VP of public sector/vertical markets for SYNNEX, tells you three pitfalls to avoid.
Is The “Break/Fix” Model Still Viable?
Technology breaks. It’s a reality we all face. Justin Crotty, senior VP and GM of NetEnrich points out that how a solutions provider chooses to manage the breaks is what separates the good from the great.