The Business Solutions Network

Although retail is the first vertical many VARs and MSPs look to for payment processing opportunities, there are lucrative possibilities in other verticals, too.

Addressing a community health center’s printer, copier, and fax environment with a managed print service (MPS) contract was a key prerequisite to selling managed services.

Studies show that managed services providers as a whole are struggling to convert their customers over to a recurring revenue model. While attending an N-able by SolarWinds conference, former MSP Gary Pica, CEO and founder of TruMethods, an MSP mentoring company, addressed this pain point to an engaged audience of managed services providers. Pica shared a story from his managed services days when he presented a plan to convert a customer over to a recurring revenue model and was met with the classic objection many MSPs face: “Our IT is fine. Why should I spend more money with you?”

Although mobile payment conversations have been “in the works” for the past decade, there’s good reason for retail VARs to get ready now for big changes happening in the near future.

An MSP saves a wealth management customer $70,000 on an IT upgrade and earns recurring revenue in the process.

After years of selling break-fix IT services, this VAR-turned-MSP figured out the secret to double-digit revenue growth and recurring revenue.

This IT service provider’s consultative sales approach and understanding of important healthcare trends are keys to its projected 30% revenue growth this year.

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.