12 Steps To Building A Super VAR (Step 3 of 12)

Step 3: Service Ticketing Most VARs do some type of services so an automated service ticketing system will save a lot of time and keep clients satisfied. As you expand to a recurring revenue business model, you will want to have an efficient way of managing service requests, your team and reporting. You could go with full-blown professional service automation ... Read More »

12 Steps To Building A Super VAR (Step 2 of 12)

Step 2: Accounting Many VARs overlook their accounting system, but this is a mission-critical part of the business. If your current system has run its course, then it’s time to upgrade. Billing for services has to be on time, accurate and accountable. Mining business data to make better decisions will grow sales. Mobility aspects are also a big time-saver for ... Read More »

12 Steps To Building A Super VAR (Step 1 of 12)

We talk a lot about the 30 tools and services that the most successful VARs, MSPs and ITSPs use in their business. However, the road to success for each company is somewhat different. Here is the first step to a 12-step program that will transform your business: Step 1: Web Presence It is obvious by now that your web site ... Read More »

Align Your Sales Strategy With Your Corporate Strategy

When your sales strategy is not aligned with your corporate strategy, your organization can become its own worst enemy. While the sales force may be heading in one direction (e.g., applying their own processes, emphasizing certain product lines, addressing their own objectives) the corporate direction and priorities could be completely different. Of course it’s the customer who suffers the most ... Read More »

Measuring Customer Profitability

How does a business measure the profitability of their customers? It’s not easy. You can look at what they just bought and compare the revenue from that sale to what your cost was to make that sale, resulting in your profit. Or you could consider what long term value that customer will have with you and compare that revenue with ... Read More »

Seven Early Warning Signals of Ineffective Sales

Stop losing business by taking heed to these signals No one is perfect, and no business is either. So it stands to reason that individual components of a business may not be perfect either. Specifically, this could mean that your sales department and sales processes could use some tuning as well. Consider these seven early warning signals and see if ... Read More »


1. Have goals Being more efficient with your time is irrelevant if you don’t know how you want to spend it. In managing time, the compass is more important than the clock. Know where you want to go and spend your time on the things that get you there. Many people spend energy trying to be more efficient without first ... Read More »

10 Tips to Establish Stronger Rapport with Your Audience

Rapport with your audience is the secret to connecting, building trust and working together. If you’re selling that leads to more sales. If you’re managing that leads to more cohesive teams. When you don’t have rapport with your audience you are wasting everyone’s time and digging your grave. Start building rapport early in your presentation and reinforce it often while ... Read More »

Our journey to help the channel become stronger – Part 1

For the past 12 years, we have been implementing e-commerce solutions for VARs as part of their business infrastructure. We basically helped them to check price and availability in real-time; Generate electronic quotes; Buy and sell over one million products from all leading distributors including Ingram Micro, Tech Data and Synnex. We also helped them to integrate with their accounting ... Read More »

MSPs Have Intellectual Property to be Monetized

Most people think intellectual property is about inventions and patents. They overlook the fact that it also includes trademarks, copyrights, trade secrets and know-how. MSPs usually don’t have patents or inventions – but they do have a great deal of experience and knowledge. Below are suggested ways to monetize this expertise. Start by becoming a subject matter expert – write ... Read More »