The Business Solutions Network

A Managed Services Mistake You Can't Afford To Make
One of the most popular recurring revenue sources MSPs can offer is RMM (remote monitoring and management). For SMBs with limited IT resources, this is a win-win for both parties. Yet, there is a critical mistake some MSPs make regarding RMM that can seriously hurt their customer’s likelihood of renewing their service contract.  Continue Reading..
Do You Make This Common MSP Sales Mistake?
I spoke with an MSP recently that shared some insights with me that I wanted to pass along to you today, especially if you find yourself underselling your managed services. Cory Carson, owner of Computer Doctor, was just like some of you: working six or seven days a week, 12-16 hour days, and still barely getting by. After attending CharTec’s sales training academy last year, Carson made the bold decision to stop...  Continue Reading..
  • 4 Cloud Data Center Details You Can't Leave To Chance
    7/24/2012

    "Cloud Computing" continues to be the top searched term at BSMinfo.com month after month. Yet, after talking with many IT solutions providers, I know that selecting a cloud provider is no easy task. To help you with that decision, I reached out to several industry experts to garner their advice regarding the most important considerations you'll want to heed. Here's one thing they all agreed on:  There is no one cloud service provider that’s able to meet all your customers’ needs. The bottom line is that if you focus on selling solutions and services to multiple vertical markets, you’re going to need to partner with more than one cloud service provider.

  • Where Are They Now? Data Integrity Services
    7/18/2012

    Sam Heard is facing the same challenge many of you are facing: he's seeing his managed services business grow, but he's also seeing a lot of opportunities in project-based work, such as setting up desktops, installing servers, running network cabling, and making sure it's all protected with the right end point security solutions. We first featured Data Integrity Services in our February 2011 issue of Business Solutions, in the cover feature story HITECH Act Drives Security Sales. I recently caught up with Heard, who is the president of Data Integrity Services, to find out how things have been going since he last talked with us, more than a year and a half ago. 

  • Here's One Way To Start Selling Managed Services
    7/17/2012

    As a VAR, it's probably frustrating to hear article after article telling you that you should be selling managed services. The reality is that if you're not currently selling managed services, it's not like you can just snap your fingers and completely transform your business. If you're a VAR in this position, here's one way you can start reaping the benefits of selling managed services even before you totally transform your current business model.

  • 2 Pain Points SMBs Need You To Fix Now
    7/13/2012

    If you're not currently selling network security and managed services to SMBs, you can't miss today's blog. Consider this: according to the latest U.S. Census Bureau statistics, there are more than 2 million firms with 5 to 99 employees. A recent independent study commissioned by web and email security vendor GFI Software, revealed the following alarming statistics:

  • 3 Tips For Selling Cloud Computing Services
    7/10/2012

    I recently spoke with MJ Shoer, president of Jenaly Technology Group, an eight-person MSP that made a major move into selling cloud computing services this year. Shoer collaborated with 16 other MSP companies he knows via his Robin Robins Producers Club peer group and started TOGL, which is a cloud services company. Jenaly is projecting 30% revenue growth this year, and the majority of this is attributed to selling cloud services.

  • Are Your Customers Mistaking Cloud Storage For Cloud Backup?
    7/5/2012

    In my recent blog posts, I've been focusing a lot on selling cloud services, and more specifically, how to overcome objections to selling cloud services. So far, I've touched upon the security differences between cloud services, and more recently, I talked about overcoming price objections.

  • Get Rid Of Cloud Price Objections Once And For All
    7/3/2012

    If you're an IT solutions provider that's selling or planning to sell cloud services -- especially to SMBs -- there's one weapon you need to have in your arsenal, no matter which vertical markets you're selling to. This weapon can be deployed when you face the price objection of your solution compared to a less expensive consumer-grade cloud alternative.

  • 7 Distributor Services You Can't Neglect Any Longer
    6/21/2012

    In the July issue of Business Solutions magazine, I wrote a tech trend article based on a recent distributor event I attended where I was struck by how unfamiliar the attendees were — many of them long-time partners of this particular distributor — of the various services the distributor offered. After the show, I was curious to find out whether this scenario was unique to that particular distributor or whether this was a common occurrence. To my further surprise, I learned that some of the best low cost (and in some cases free) services these distributors offered are being used by only 1% of their channel partners.