Financing Options Your Customers Will Love
Solutions providers share how they handle customers who need to finance projects and how it reinforces their role as a trusted advisor.
Ditch Your “Wait-And-See” Approach To Selling BDR In 4 Easy Steps
Because the majority of my conversations are with VARs and MSPs that sell BDR (backup and disaster recovery) services, I sometimes have to remind myself that not all resellers are proactively selling BDR and/or experiencing great success. A recent study conducted by cloud backup vendor Intronis in conjunction with the 2112 Group and Business Solutions magazine revealed a very different picture: 44 percent of the more than 350 channel partners recently surveyed on this topic said they are not proactively selling BDR services to their clients. Instead, they are taking a wait-and-see approach to the problem.
Avoid These 4 Deadly Sins Of Managed Services
During a conversation I had with Bob Lawson, product director at GFI MAX, we discussed the major pitfalls MSPs run into that can sabotage their practices.
Managed Services, Backup and Recovery, and Networking News From December 2013
Each month, Business Solutions reports news on business in the channel. This month in Managed Services, Backup and Recovery, and Networking news, Unitrends acquires PHD Virtual, Datto introduces a new partner marketing tool, MegaPath launches a data breach risk calculator, N-able announces N-Central 9.3, Kaseya presents BYOD Suite, and SYNNEX enhances its rebate management application. Also The ASCII Group can take advantage of a Passportal password management system, and CompTIA adds three sales playbooks to its educational curriculum.
7 Must-Haves Before You Hire A Salesperson
I was glancing over my notes from IT Nation and came across some gems concerning hiring a salesperson. During his presentation entitled "How to Hire, Fire, Compensate & Ensure Success of a Sales Professional," Alex Rogers, CEO of CharTec, shared his 7 must-haves before you hire a salesperson. I couldn't find these anywhere online so I thought I'd share them here.
Baby Steps: Better Planning, New Priorities Inch Partners Toward Growth
Channel partners are realizing a small but measurable uptick in growth and overall revenue fueled in part by an increase in prudent business planning, new research from The 2112 Group finds.
Why Now Is The Right Time To Sell Backup & Recovery To Retailers
If you're a retail IT VAR interested in adding recurring revenue sources to your line card, listen up. In the world of managed services, one of the leading, most profitable offerings is backup and recovery, or BDR (backup and disaster recovery), or business continuity. While speaking with some BDR experts for an upcoming magazine article, editor Jay McCall added in some questions about BDR opportunities in the retail vertical. Their responses should make retail IT VARs excited.
Government IT News For VARs — January 7, 2014
In the news, the Department of Veterans Affairs has added access to open data on its website. Also in the news, a VAR could be banned from doing business with the federal govenment in the wake of allegations of channel stuffing prior to an ISV acquisition.
Best Channel Vendors 2014: Always Room For Improvement
You should have found in your mailbox this week the January 2014 issue of Business Solutions magazine, which contains the results of our annual Best Channel Vendors survey. This is the sixth year we've run this survey which gives us a lot of data to analyze. One fun thing I did last year with the winner's list was to apply conditional color formatting to the scores to create a heat map. I did it again for this year's winners (randomizing the winner's list, of course) and the results are pretty cool.
Where BSMinfo.com Visitors Landed In 2013
In 2013, people searching the Internet who found their way to BSMinfo.com most often clicked on these topics — providing an informal gauge of what gets the channel’s attention.