Articles By Jim Roddy

  1. MSP Questions For Quantifying Objectives And Risks
    5/29/2014

    During StorageCraft’s keynote presentation May 29 at the ASCII Success Summit in Columbus, OH, Mark Crall, senior channel account manager, presented an interesting — and very specific — line of questioning for MSPs. Asking these questions will help solutions providers quantify their customers’ objectives and risks in regards to data recovery and help MSPs sell Recovery-as-a-Service (RaaS) and Offsite Backup-as-a-Service (OBaaS).

  2. From ASCII Columbus: MSP Marketing Golden Nuggets
    5/29/2014

    Helping solutions providers create and execute an effective marketing plan was the focus of Herman Pool’s May 28 seminar at the ASCII Success Summit in Columbus, OH. I detailed his Super Easy Marketing Plan Template in this BSMinfo.com article, but I also wanted to share with you other golden nuggets of Pool’s marketing wisdom.

  3. From ASCII Columbus: Creating An Effective Marketing Plan
    5/29/2014

    You’re a total solutions provider? Good for you. Your customers are thrilled with your products and services? Good again. So why are you struggling to grow? Probably because you’re great at IT and a novice at marketing.

  4. 7 Great Quotes From The Smart VAR Healthcare Summit
    5/8/2014

    An avalanche of valuable information was shared all day at the Smart VAR Healthcare Summit, powered by ScanSource and Business Solutions, on May 6 at the Hyatt Regency in New Brunswick, NJ. One of the highlights of the afternoon session was a four-person, healthcare end user panel titled, “Take The Guesswork Out Of Healthcare IT: Learn What Healthcare Providers Need From VARs,” moderated by BSM Editor-In-Chief Mike Monocello.

  5. Book Review: The Trusted Advisor
    4/7/2014

    Our industry — both reseller and vendor executives — would benefit if we all followed the principles outlined in The Trusted Advisor  by David Maister, Charles Green, and Robert Galford. Successful channel companies try to help their clients; mediocre companies are just pushing products.

  6. From RSPA INSPIRE: Much Ado About Millennials
    2/5/2014

    I’ve attended several RSPA INSPIRE winter conferences, so most of the topics discussed this year didn’t surprise me. The most important challenges facing the retail IT channel — shrinking hardware margins, the transition to the as-a-Service business model, the convergence of POS and payment, the rise of mobility — have been top of mind for at least a couple years now. But I am a little taken back by how much the nearly 100 channel executive attendees at this year’s INSPIRE have talked about Millennials. (If you’re not familiar with the term, Millennials are typically considered to be people born between the early 1980s and early 2000s, which covers everyone between the ages of 17-29.)

  7. From RSPA INSPIRE: Many Resellers Devoid Of Ownership, Leadership Abilities
    2/4/2014

    A frequent complaint I’ve heard from channel vendors — including a few times this week at the RSPA INSPIRE Thought Leadership Summit in Puerto Rico — is that many resellers lack fundamental business management knowledge and skills. For example, when talking about the need to shift to the as-a-Service business model, the owner of the small reseller business isn’t familiar with business models in general and doesn’t track his company’s financial performance.

  8. From RSPA INSPIRE: Change Now To Become A Next Generation Partner
    2/3/2014

    Arlin Sorensen, the founder and CEO of the channel-focused HTG Peer Groups, gave a keynote presentation at the INSPIRE Thought Leadership Summit, hosted by the RSPA (Retail Solutions Providers Association) Feb. 2-5 at the Gran Melia Golf Resort outside San Juan, Puerto Rico.

  9. Are Retail VARs Missing The Customer Experience Bandwagon?
    1/21/2014

    BSM's Jim Roddy reports two trends from  Retail’s BIG Show, hosted by the NRF in New York City last week: one, the top issue retailers care about today is enhancing the customer experience, and two, channel executives told me they believe more  than 90 percent of retail resellers aren’t helping their clients enhance the customer experience.

  10. Recommended VAR Reading: The Challenger Sale
    11/18/2013

    I read The Challenger Sale about a year ago and have been testing its principles and techniques whenever I can. I think the business-to-business sales methods taught in this book are the real deal and could have a significant impact on VAR organizations as they strive to be trusted advisors.

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