Archives For cloud

How Long Will Your Business Remain Relevant…

…As Companies Around You Are Transitioning to Cloud, Consolidating IT, and Buying Less Hardware???

This morning, in my TechSelect Business Pillars Session, I delivered urgent steps of action EVERY technology reseller should be jumping on…here’s a summary:

Over the past 12 months, live event, one-to-many selling, has produced more leads and deals than just about anything.

The value of one MSP client in the SMB market averages at about $1500/month, or $18,000 per year – with a 5 year average retention rate, that’s just short of $100,000 per client!

Add advanced security to that deal and you’re likely to push your average up 20%…(Mid market deals, although harder to close, offer even greater potential if you understand the sales process I describe here).

What would your business look like if you could hit the numbers I reference in this video? What would it be worth to you to achieve this level of sales?

Find out in this 25 minute video how to re-engineer your business, with a new breed of security, now becoming a necessity in the SMB and mid-market space.

© 2017, David Stelzl

P.S. Get the step by step process in written form – The House & The Cloud

shadowShadow IT – It’s Everywhere

CIOs see Shadow IT  as another aggravation in the way of them doing their job.  

Shadow IT is much more serious than job aggravation. Like Spam (something end users see as a time waste) it’s more of a threat than inconvenience.

Where there’s a threat, there’s an opportunity…an urgency to fix the emerging security holes.

What Is Shadow IT?

It’s Hillary using gmail. It’s IT using back doors to managed their systems from home. It’s end users downloading unauthorized apps to get their jobs done faster. It’s the giant DEC VAX Implementation I discovered at a large pharmaceutical manufacturer (one you would surely recognize if I were to name it) during an assessment years ago.  No kidding, the IT department swore the entire company was IBM – little did they know, R&D had installed a global VAX network behind the scenes, and no one knew about it!

Here’s The Problem – And It’s Big

Sound Bites: According to a study published by Cisco Systems this year,…

  • 38% of business and 32% of IT workers use non-approved apps because IT approval processes are too slow.
  • 24% of those surveyed use non-approved SaaS apps because they are better than the approved alternative.
  • 18% of business and 14% of IT workers use these apps because the approved tools don’t perform needed functions.

In another study published by Second Watch, 93 percent of enterprise business units are using the cloud, while a substantial 61 percent of them are bypassing their IT departments and doing it themselves.”$1 HC Book Ad

The two big Issues Named in both studies are Cost and Security. The cost represents about 20% of the IT budget – which is a big number. But the security is the bigger issue. At least 30% of the study respondents were concerned with what this does to security. But think about it, who’s securing these applications if IT isn’t?

This is the perfect lead in to an assessment.  First, to discover where a company’s data is – many larger companies have no idea where their data is. Unstructured data is out of control as soon as Shadow IT enters the picture – reference Hillary’s email issues…Second, looking at end node security is now more important than ever. You can be sure much of this computing is being done on personal devices…so how secure are they?

Please comment – where are you seeing new opportunities with Shadow IT, and how are your IT and CIO contacts reacting to this expanding problem?

© 2016, David Stelzl

 

cloud1Where Should You Focus Sales Efforts in 2016

The trends are important.  Whether you resell technology or sell for a vendor, you need to know what CIOs are up against…if you call on the SMB, think of the owner as the part-time CIO. Both are going to leverage technology if they plan to grow.

Know the Important Trends Before You Make Your Next Sales Appointment

Regardless of what President Obama claims, WSJ continues to report a shaky economy. That translates into tighter spending.  This morning’s WSJ reports three significant trends…

  1. BIG DATA is where the gains are. Big data represents a promise for future decision making – better decision making. Especially in the enterprise, data analysis can lead to better marketing, better hiring, and greater efficiency. The value proposition here is Competitive Advantage! One of the four key value props I wrote about in From Vendor to Adviser.
  2. CLOUD is strong. People are moving to the cloud to achieve greater efficiencies. That means they want to see a reduction in TCO – Total Cost of Ownership.  This too is one of the four value props I describe in my book.
  3. Third, there is a slowdown in SECURITY – but the WSJ is talking about new companies and IPOs, not security spending. IT Spending as a whole is down by more than 5% this year as compared to last (According to recent WSJ reports), but security spending is up.

If you understand Cloud and Big Data (And we should mention IoT as well here), you know that using these technologies demands a change in the security strategy. Tie the two together and you’re well positioned to drive security business. If you call on the SMB market, you should be adding the DETECTION side of security to every existing contract – it’s an almost guaranteed up-sell opportunity.

© 2016, David Stelzl

PS. I still have some seats in the SECURITY MASTERY SALES PROGRAM – These are for resellers only, sponsored by distributors and manufacturers… Where You’ll Learn Exactly How to Make Security Sales Happen. (CLICK)

Is Your MSP Business Growing?

How Many New Logos Did You Pick Up in 2015?

That was the question I started with in last nights Check Point/Tech Data event just outside of Boston. From the hand raises it looked like many groups I’ve spoken to in recent months.

Everyone has an MSP offering – meaning there are thousands of resellers offering basically the same thing…and most don’t see big growth.  2016 will probably show a decline in sales – and if you’re hoping to sell more product, forget it. The cloud really is hear to stay. Of course everything seems to go in cycles, so maybe we’ll move back to mainframes next, and then a new type of Token Ring network.

If you’re in sales, you know the technology is not all that important. Conversion is what matters. Do you have something people are interested in, need, and are willing to spend their hard-earned cash on? Last night I shared pieces of a presentation I use to convert small business audiences through lunch & learns. The point of the message is this: Everyone needs more security. This will become even more critical over the next 12 months as many companies adopt more apps, more cloud, and more BYOD. $1 HC Book Ad

The problem is, small business owners are limited on budget. If you ask them, they don’t need more security. In fact, they don’t need more of anything…well, what they really need more of is retained earnings and working capital.  Better workers would be a plus.

But the truth is, they really do need more security. They just can’t see it. If you had a way to attract them into an educational session, with a message that clearly explained the need…and brought them to a point of wanting to know where they really sit (Assessment), would new business result?  It would.

The core message I presented last night comes from my book, The House & The Cloud.It points out the one BIG mistake just about all companies have made. Their security centers around firewalls and passwords. There is no detection, and there is no response. And that means, once a breach occurs, they won’t know it for at least 14 months (According to the FBI – and it could be a lot longer.)  Next step – enter the Assessment.

Our meeting ended with Tech Data and Check Point offering qualified resellers a seat in the SVLC Security Sales Mastery Program…the only training program I know of specifically designed for resellers, to teach them how to sell more security to business leaders.

© 2016, David Stelzl

P.S. Looking forward to presenting this later today in NYC. – Sponsored by Ingram Micro.

ingram

 

cloudcomputingSo How Secure Is The Cloud Really?

The Cloud Means Many Things – Not All Clouds Are The Same

If you’re clients are considering a move to the cloud, what should you tell them. I’ve had technology-provider clients steer people away from the cloud. Gartner, The Wall Street Journal, and I agree – people are going to move to the cloud, regardless of what you or I think about security. Telling them “No” is only going to hurt your business. Instead, start thinking of ways to help them make the move in a secure fashion.

The Cloud Is More Secure Then Their Company Network

This idea was underscored in a WSJ article this morning where United States Chief Information Officer Tony Scott offers his opinion.  Like keeping your money in the bank, you can’t duplicate bank security at home. He’s talking about cloud offerings like Google, Amazon, and Microsoft, not some fly-by-night could outfit. These companies are under the microscope everyday, facing attacks and audits. If anyone is secure they are. Most businesses are not going to build this themselves anymore than you are going to recreate bank-level security at home.

Note, I am not saying big cloud providers can’t be broken. Read my book The House & The Cloud. Simply put, if it’s connected to the Internet, it can be hacked. Google and their competition will always be under fire, and occasionally we’ll hear of a breach. I am also stating this for the majority of US companies which happen to be small and medium business. Many of the larger financial institutions are doing just as a good a job, or better with security. But as we saw with JP Morgan last year, nothing is impenetrable.  On the other hand, healthcare organizations seem to be way behind, both in their understanding of risk vs. compliance, and their ability to put a secure computing infrastructure in place. Most of them should probably just move to the cloud. They’re too far behind to pull it together themselves.

On the small and medium business side, two problems exist that can’t be fixed. First, it’s far too expensive to put in the right security measures – these smaller businesses just can’t afford it.  Second, and potentially a larger concern, the small and medium businesses can’t staff people who know what they’re doing when it comes to security.  For one thing, they can’t afford these people. But they also can’t keep them. An experienced security engineer is faced with security issues every day. That’s what interests them, and that’s what keeps them up-to-date and growing. Take someone like that and put them in a small business for 6 months, and they’ll be worthless.  Meanwhile, the larger cloud companies are constantly in motion, pushing their already talented security people up.

Your Advantage – Your Value Proposition

As a reseller or technology provider you have the same edge if you have an MSSP offering. As long as you have enough clients to keep you busy working on security challenges, you’re people will continue to grow. And the more you do, the better you’ll be. The SMB businesses out there benefit greatly from the centralized offerings you provide.

The One Challenge

The one challenge is education. These companies are going to the cloud to save money, not for better security. While they’re thinking about cloud, and before they make the move, is the best time to insert your expertise. Help them figure out what kind of risk them have. Then help them find the best cloud offering, including security. From there, take on their end-node security challenges, and their front line security detection and response program.  Right now is the time to act.

If you’re looking for a better message – consider going through the Security Sales Mastery Program…if you’re a reseller, chances are I can get you a seat sponsored by one of many technology providers you resell.  Give us a call to see if you qualify.

© 2015, David Stelzl