Newsletter | August 8, 2019

08.08.19 -- How To Sell To The Hidden IT Buyer


Shift4 Payments is the leader in secure payment processing solutions, powering the top point of sale and software providers across numerous verticals including food and beverage, hospitality, lodging, gaming, retail, and e-commerce. This includes the company’s Harbortouch, Restaurant Manager, POSitouch, and Future POS brands as well as over 300 additional software integrations in virtually every industry. Shift4 securely processes over 1 billion transactions annually for nearly 200,000 businesses, representing over $100 billion in payments each year. To learn more about joining the Shift4 family of resellers, visit

Featured Editorial
Becoming Logically — One MSP’s 20-Year Journey To The Future
Guest Column | By Chris Claudio, Logically

While more business systems and technologies are now affordable to SMBs, access is limited by a shortage of skilled experts to design, implement, and manage them. So how can organizations access the required skills?

How To Overcome Sales Objections
Guest Column | By Erick Simpson

Objections are typically a misunderstanding on the part of the prospect caused by a lack of information. In many cases objections are created by the sales professional’s inability to properly communicate the value proposition of their offering to the prospect.

Channel Insights
Why Security Services Are Fueling MSP Growth
White Paper | Webroot

Savvy MSPs are strategically positioning themselves to help SMBs with their security needs and to take advantage of a quickly growing market.

Network Blind Spots — What You Don't Know Can Hurt You
Article | By Joshua Oakes, IT Glue

Why do MSPs choose to attempt to service their customers without having full visibility into their clients’ networks? It doesn’t make sense that you would willingly choose to operate blind, but many MSPs do anyway.

How ID Agent Added 1,800 Resellers In Less Than 2 Years
Guest Column | A conversation with Kevin Lancaster and Matt Solomon, ID Agent

ID Agent’s partner program has grown to more than 1,800 partners in 21 countries in less than two years since this SaaS company started selling through the channel. Kevin Lancaster, CEO/founder, and Matt Solomon, VP of business development, explain how this growth happened.

How To Turn Today’s Smart Home Technologies Into Profits
Video | The ASCII Group

Learn about the latest trends and products for smart homes and how to successfully turn them into profit. You’ll also see various sales opportunities and how to market them.

How To Sell To The Hidden IT Buyer
  Article | By Janice Lavallee, SherWeb

Gone are the days when companies relied on their IT departments to purchase all their hardware and software. Today’s workers are carrying out many of their tasks on their personal devices and more business departments are starting to sidestep IT when it comes to buying technology.

Leadership Lessons
After Distributing A Press Release, There’s Still More To Do
Guest Column | By CJ Arlotta, CJ Media Solutions, LLC
Too often, misleading or confusing press releases are sent to the media, not only upsetting reporters but also increasing the likelihood of you being blacklisted from their inboxes. To prevent this from happening to you, plan accordingly.