The Business Solutions Network

This VAR’s decisions to sell new IT solutions to its existing hospitality clients and expand into a new market were critical to its projected 10% revenue growth this year.

This MSP made four changes to its business model, which led to an almost immediate 600 percent improvement in profitability plus double-digit revenue growth.

Discover the secrets to winning new business opportunities in this burgeoning market.

If you’re a reseller new to the managed services model or an established MSP looking to hit the next level of your business, Thomas Clancy Jr., partner and manager of sales and operations for Valiant Technology, says a simple formula has been instrumental to Valiant’s success. His lessons are to the point, actionable, and very relevant.

This MSP’s (managed services provider’s) decision to become MPS-certified paid off when it landed a six-figure project with the Major League Baseball (MLB) Network.

The Business Solutions magazine article, "Don't Assume Your Salespeople Can Sell Cloud Backup," stresses that your success as a subscription-based IT service provider hinges on your sales team.  In the article, Tiffani Bova, VP, distinguished analyst at Gartner, says only about 30 percent of salespeople will be able to make the transition from the type of selling they did with traditional IT sales and the type of consultative selling required for selling recurring revenue solutions and services. Looking at the potential hurdles involved with selling cloud backup and other subscription-based IT services will cause some resellers to want to postpone their migration to managed services indefinitely. However, you need to consider that risk as well.

This MSP turned to professional coaching to improve its business and realized 30% revenue growth last year as a result.

Adapting its mobile communication platform to changes in the transportation industry is key to this VAR’s continued double-digit growth.