The Business Solutions Network

If there’s one area where IT service providers disagree, it’s on the topic of branding. I’ve mentioned in past articles that one of the most common forms of branding many channel companies still hold fast to is “word of mouth” or referral marketing. But, even among those with more formalized marketing programs, there are conflicting schools of thought about best practices.

Security continues to be a hot topic in the channel as the threat landscape continues to grow. In addition to opportunities to sell network security solutions and services, physical security is another big opportunity. I recently had the privilege recently of speaking with Chuck Moeling, executive vice president of Interface Security Systems Holdings. This systems integrator and MSP is integrating IP video surveillance systems with alarm systems, which results in what the company calls “video verifiable alarm systems.” What business challenge does this solve, you may wonder? One of the biggest challenges every company faces: false alarms, which account for 98% of all triggered alarms.

This large managed services provider differentiates itself from competitors by integrating video management software (VMS) with alarm systems and physical security services.

This MSP’s willingness to relinquish control of his company and focus on his sales process is leading to unprecedented double-digit growth this year.

Despite the fact there are serious obstacles that need to be addressed, making the transition to managed services is well worth it in the end.

An RMM (remote monitoring and management) tool solves a law firm’s unexplained server problem and earns this MSP a recurring revenue contract with multiple upsell opportunities.

If you really dig into the challenges that IT service providers face as they transition to managed services, hiring the right salespeople is always near or at the top of the list. Gartner VP and distinguished analyst Tiffani Bova has said that only one-third of a VAR’s existing sales force will be able to make the transition. Those who have made the transition can attest, if you’re going to sell managed services you’ll need to hire more salespeople.

This office supply company’s foray into managed print services (MPS) brought in a new, multimillion-dollar, recurring revenue stream that’s offsetting its shrinking office products business and positioned it for growth.