The Business Solutions Network

One of the biggest sales challenges VARs and MSPs face is walking the fine line between being flexible and being firm. The former entails being accommodating, whereas the latter usually entails telling a customer ‘No.’

Most VARs and systems integrators make their foray into the cloud by offering data backup, hosted Exchange, and/or selling SaaS (software as a service) offerings.  After gaining a comfort level with the cloud, some service providers take the next step, which is building solutions in the cloud, a service that’s known as PaaS (platform as a service).

This VAR’s ability to overcome video surveillance price objections and implementation obstacles is leading to big wins in the hospitality and distribution spaces and 60% projected revenue growth.

This MSP’s four-step approach to selling managed services created a 98% customer retention rate and 40% sales revenue growth last year.

Not only is selling managed print services (MPS) a good way to earn incremental and recurring revenue, it’s one of the best ways to keep competitors away from your customers.

An MSP’s (managed services provider’s) data recovery solution saves a retail customer’s business from downtime and positions the MSP for a cloud backup upsell.

I recently attended the Ingram Micro IMHealthcare Exchange event in Grapevine, TX, attending education sessions and talking with VARs and MSPs about their healthcare focus, market predictions, and business challenges.

I recently came across an article written by Dave Sobel, the Director of Partner Community at Level Platforms. In his article, Sobel offers good advice to MSPs about one of the hottest trends happening in the channel today, which is directly related to the BYOD phenomena.