Guest Contributors

  1. Why Have Pay-At-The-Table Solutions Failed To Meet The Needs Of U.S. Restaurants?
    7/18/2019

    Restaurants outside of the U.S. adopted pay-at-the-table solutions years ago. Throughout the U.S., providers of this technology failed to implement a viable solution and all its inherent benefits. However, a paradigm shift for pay-at-the-table solutions is on the horizon, and resellers need to become educated to take advantage of the opportunity.

  2. How To Use Security Technology To Close A Sale
    7/18/2019

    Cybersecurity technology is an integral part of any business, helping to reduce the risk of data breaches. Despite its importance, selling this technology is simply not as interesting, or as simple, as talking about features and functions of point of sale technology. Leading a conversation with security is a death sentence to a sale, as the average business owner does not have the time nor the technical understanding to realize its significance. Instead, resellers should keep their security knowledge in store to help express urgency at the end of a sale.

  3. MSPs And Security Offerings: What’s The Way Forward?
    7/12/2019

    Scanning news headlines on any given day is likely to reveal yet another security breach, new cyber threats, or a recently discovered vulnerability in popular software. Previously, viruses could be attributed to single perpetrators, but current cyber security threats are led by highly experienced teams of cyber-criminals who are hell-bent on stealing company data.

  4. How To Sell To The Hidden IT Buyer
    7/12/2019

    Have you met the Hidden IT buyer? We’re not talking about the CIO or CTO that cloud resellers usually deal with. There are other employees out there who are buying their own software applications without even consulting the IT department. People like the VP of Sales, the Director of Finance or even the Human Resources Manager.

  5. How To Track Risk
    7/8/2019

    “I thought you were taking care of that!” -- When a client tells you that, you know you’re going to have a fantastic conversation. That’s because something bad happened, and revealed a common disconnect between IT service providers and their clients. The client assumes that the IT service provider handles every single aspect of IT service, including everything security related. You, the IT service provider, probably have a more realistic view.

  6. How To Structure Risk Assessments
    7/8/2019

    What should a risk assessment look like? Risk assessments are a critical part of risk management. After all, you can’t manage what you don’t know about. What should a risk assessment look like? But there’s a lot of different ways to structure a risk assessment, but at the end of the day some methods deliver more value than others. In this second part of our series of risk management, I Thought You Were Taking Care of That, we discuss how to structure risk assessments so that you can get the most value possible from them.

  7. Becoming Services-Led: The Secret To Outperforming The Competition By 3x
    7/1/2019

    What if you could triple your bottom-line profit? Sounds too good to be true, right? I thought so too, honestly, but it’s not. Some service-led partners are already outperforming their peers by 3x. What’s their secret? I sat down with Paul Dippell, CEO of Service Leadership, Inc., for a look into the performance and methods of these high-performing companies.

  8. How To Outsell Changes In Technology And Consumer Behavior
    6/10/2019

    Years ago, business owners sought resellers who could provide technologies to streamline operations. Today, business owners need more from resellers than just technology. So, what can resellers do to stand out while staying ahead of changes in technology and consumer behavior?

  9. The MSP Business Is Changing. Are You Ready?
    6/3/2019

    What does it mean to be a successful MSP? In the current landscape, there’s really no final destination for this. The MSP business as a whole is in a constant state of change – of evolution. What once made an MSP profitable, is no longer sufficient. Rather than reaching a final destination, success for MSPs is now characterized by their ability to keep up with the change, or better yet, stay ahead of it. So what can you do to ensure your MSP is in a good position to adapt to these changes? We put together some thoughts.

  10. API For Beginners - Terminology You Should Know
    6/3/2019

    So you want to reap the benefits of automation, but don’t have the expertise to leverage an API. We’re here to tell you that it’s easier than you think.