Security Magazine

1. The Road To Survival Is Challenging, But Profitable
   5/20/2013

   I’ve been writing for a while now about taking the important and necessary action of expanding your line card beyond the core technologies you currently sell. Never has there been a time when this was more important. Evaporating margins are one thing, while increased competition is another. In either case, many reading this article need to change their businesses to survive.

2. Capitalize On Healthcare Mandates
   3/20/2013

   Healthcare is projected to experience significant growth in the next few years, but resellers need to understand key industry drivers before they can cash in.

3. A Marriage Of Technology & Profitability
   3/19/2013

   Historically, our annual Partner Program Insider serves you in two ways. First, we give you a helpful overview of the most significant trends in key markets. Second, you’re presented with information from many vendors and distributors about their partner programs and key offerings should you decide to take advantage of the key trends in those markets.

4. The Top 6 Security Threats To Your SMB Customers
   3/18/2013

   Helping your customers understand the security threat landscape is the first step to selling managed network security solutions.

5. What’s Delaying Your Transition To Managed Services?
   1/16/2013

   This break-fix-VAR-turned-MSP shares his 5-year struggle to become an MSP and get 50% of his
   customers on a fixed-price program.

6. 4 Mistakes That Could Make You Look Dumb In 2013
   11/13/2012

   What an exciting time to be a VAR, integrator, or MSP! Sure, there are a lot of changes occurring — both from a technology and vertical-specific perspective — but the bottom line is that whoever is willing to adjust to the changes is going to reap the rewards. Following are some mistakes (or examples of not adjusting) that can threaten your business in 2013.

7. The Secret To Identifying Your Next Best Managed Security Customer
   9/17/2012

   A year of persistence and patience leads to a major networking install with a recruiting firm.

8. Can You Really Trust Apple To Protect Your Customers’ Data?
   9/14/2012

   I read an interesting story recently about how an editor at Gizmodo had his digital identity stolen. The hacker gained access to his Twitter account, his Gmail account, and — with the help of a simple Amazon account hack — his Apple account. After the security breach, the hacker deleted the victim’s Gmail account, posted messages on his Twitter account, and even went so far as to remotely wipe out his MacBook, which contained more than a year and a half of family photos that weren’t backed up anywhere else.

9. Thrive As A POS VAR: Here’s How
   8/17/2012

   During last month’s RSPA RetailNOW 2012, one message was repeatedly hammered home by speakers and roundtable panelists: The world of retail technology is changing, and those who don’t change with it will be left behind.

10. Stop Underselling Your Managed Services
    8/17/2012

    By taking the time to assess a prospect’s network, this MSP was able to unseat a competitor with a storage and antispam solution that was 25% more expensive than its competitor’s offering.