Posts tagged: recurring revenue


Dec, 13

Another Reason Managed Services Trumps Break-Fix

During a discussion I had with a managed services provider, the MSP shared a story that reminded me of the stark contrast between the break-fix and managed services business models. Here’s the scenario: The MSP’s new customer had been working with a break-fix VAR and one of the customer’s computers became infected by a virus. […]


Oct, 13

5 Tips To Invigorate Your Tired Break-Fix Business

In this month’s feature blog at Business Solutions, Chief Editor Mike Monocello offers a sharp contrast in the effect that selling subscription-based services offers compared with selling break-fix services. Following are five highlights from the article that break-fix VARs looking to make the transition to selling managed services can apply right away: 1. If You’re New […]


Oct, 13

Where Does Digital Signage Fit Into Your Cloud Services Strategy?

While many MSPs are focused on helping their customers migrate traditional back office on-premises IT assets such as servers, routers, and switches to the cloud, front-office technologies that also have solid potential for incremental cloud revenues often are overlooked. One example is digital signage, a technology that’s been growing at a fast clip over the […]


Oct, 13

Why Some Salespeople Can’t Sell Managed Services

While attending the Ingram Cloud Summit earlier this year, I was surprised to hear one of the keynote speakers say that if you’re a break-fix VAR and you want to sell managed services you’re going to have to fire most of your salespeople. Since it was the first time I had heard such a bold […]


Aug, 13

See How Easily HaaS Can Increase Your Recurring Revenue

One of the most common objections VARs run into when they’re starting to sell managed services can be summed up in this scenario: After evaluating the client’s computers and servers, the VAR informs the client that it will need to make several IT upgrades before it can put the client on a managed services program. […]


Apr, 13

Get Your Cloud Objections Answered at Cloud Summit 2013

Today marked the beginning of the fourth annual Ingram Micro Cloud Summit and my first day as the new CloudTalk blogger. The day began with the Wildfire Golf Tournament, held on the grounds at the JW Marriott Desert Ridge Resort & Spa at 7:30 a.m. This year’s event was sponsored by CyrusOne, a Denver-based enterprise […]

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