Supplier News

  1. Improve Cross-Site Communications With UC 12/14/2007
    Do you remember the days of the rotary dial telephone? I do. My first phone number had four nines and an eight in it, and took forever to dial. Those days are long gone, and a new communications concept is emerging that may soon be able to connect your call with a simple click of the mouse. Convergent Solutions Group is one integrator already embracing the concept, benefiting from a long-standing partnership with Microsoft and building a new alliance with Mitel. Used with permission from Business Solutions magazine
  2. Win Compliance Business With On-Site Scanning Services 12/14/2007
    Compliance and risk management are primary reasons businesses implement ECM (enterprise content management) technologies. However, in many instances, the aspect of converting paper documents into an electronic format is perceived as a risk itself. Many companies’ ongoing document conversion needs can’t justify the cost of an in-house imaging system. Used with permission from Business Solutions magazine
  3. ISV Lands A $60,000 Network Router Sale 12/14/2007
    It’s no secret that diversification can lead to expanded revenue opportunities. Often, success stems from a natural outgrowth into a product line that supports your core business. After all, what would a McDonald’s cheeseburger be without a side of fries? Such has been the case for CRM (customer relationship management) Web-software development and hosting provider Solutions4Ebiz. Although CRM software remains the company’s primary product offering, being an e-commerce reseller of ImageStream’s Linux-based network hardware is what led to a recent $60,000 wireless router sale to WISP (wireless Internet service provider) T6. Used with permission from Business Solutions magazine
  4. Take A 'Hands-Off' Approach To Network Vulnerability 12/14/2007
    Network security continues to be one of the hottest topics impacting the business landscape today. In fact, vulnerability and threat management is a concern being addressed at every level from simple, home Internet access to the most complex corporate networks. New threats are continually released, and businesses must be prepared to address these risks in the fastest manner possible. Used with permission from Business Solutions magazine
  5. Uncover New Self-Service Kiosk Opportunities 12/14/2007
    You don’t need statistics to see that self-service kiosks are rapidly spreading to nearly every facet of our lives. From the supermarket checkout line to an airline kiosk to sampling music in the music section of Wal-Mart, self-service is becoming the preferred method of delivering and receiving information. There are huge opportunities for VARs to take basic kiosk designs and create unique applications with the addition of hardware, software, or both. One example of a unique kiosk implementation can be seen at a recent install performed by an ISV at a long-term patient care facility. Used with permission from Business Solutions magazine
  6. Boost Mobility Revenue With ISO Certification 12/14/2007
    I remember what it was like being a small VAR going up against the giants in our industry. What we lacked in large marketing budgets, volume discounts from vendor partners, and an army of a workforce, we made up for with tenacity, work ethic, and a love for our little company. We were hungry for success, and, like many VARs, our very livelihood often depended on it. Sadly, tenacity, work ethic, and love aren’t always enough to level the playing field against larger, more capable competition. Used with permission from Business Solutions magazine
  7. Increase Your ECM Profitability With Managed Services 12/14/2007
    Managed services is the new buzzword sweeping through the IT channel. In Business Solutions alone, the term ‘managed services’ was the topic of more than half a dozen articles in 2007 (e.g. June’s “Are You Ready To Sell Managed Storage Services?” and July’s “Lead The Managed Services Revolution”). However, while most of you have probably heard of managed services, few of you could probably provide a clear definition of exactly what managed services are. Even if you could piece together a definition, it’s doubtful your description would mirror that of your peers. Used with permission from Business Solutions magazine
  8. Grow Network Consulting Profits 12/14/2007
    Successful VARs strive to be the best at their technologies. However, how many stories have you heard about VARs and vendors who were thought leaders in their technologies, but failed to succeed? There are many reasons why companies fail, but one major reason is the lack of a consistent approach to how you interface with customers. Nowhere is that consistency more important than in the technology consulting market. Setting appropriate levels of customer expectation, controlling scope creep, and receiving payment for services rendered are just some of the things that you must keep in check to be profitable. Used with permission from Business Solutions magazine
  9. Existing Customers: Untapped Marketing Assets 12/14/2007
    What value do you place on your customer references? The answer to the question should be that they’re priceless. While most VARs claim to be the best and use marketing terms such as “fastest” and “cheapest,” how can you qualify those statements presale? One way is to use your existing customers as references. Most VARs probably already do this, but to what extent?
  10. VARs: Networking Opportunities Are Calling 11/16/2007
    There are great sales opportunities in providing networking and wireless solutions — regardless of what type of VAR you are. Whether your specialty is POS (point of sale), RFID (radio frequency identification), ECM (enterprise content management), storage, or general computing, all of the data is collected via some type of network and must remain secure. Because networking technologies are not easy to sell and support, it’s understandable that some VARs have resisted a move into this space. But, many of the VARs and integrators up for this challenge are experiencing significant sales growth by selling and supporting those technologies. Since distributors can play such a strong role in the success of networking VARs, we asked five networking distributors to share some tips on how to succeed as networking integrators.Used with permission from Business Solutions magazine