Archives For Opportunities

img_4237The Next Big Opportunity for Resellers Is Security

IDC Reports Show That Tradition Infrastructure Sales Are On the Decline

Here in Scottsdale Arizona this week, I was invited to present at the Avnet Partner Summit. The session before mine, delivered by Meredith Whalen of IDC, was extremely eye-opening. A wake-up call to all resellers.

A couple of key take aways…

  • There’s a shift taking place from what she called 2nd platform to 3rd.  One resellers won’t easily make.  She’s talking about a significant decline in the demand for servers and on-premise storage or other data center/network product sales.  Instead, resellers should be gearing up for 3rd platform – meaning, IoT, Cloud, Analytics, Robotics, Cognitive Systems, and of course – Security.
  • The security market is changing too. In my session I talked about how these transformational technologies are opening up huge holes in the security architecture. Next generation security means delivering a clear measurement of risk, and then providing your clients with security intelligence.
  • The customer is also changing. She called for more interaction at the line of business level.  Businesses are mostly focused on Customer Experience right now – something that is driving the digitalization megatrend.  But this sale is largely a software sale – custom software. Traditional resellers can either build it, or head toward services like cloud and security management. Trying to work your way into other 3rd platform areas such as robotics (which is expanding far beyond manufacturing) won’t be easy, however now is the time to start thinking about your future solution strategy.

The Big Hurdle in all of This is Retooling the Sales Team

Having provided sales enablement and marketing strategy services for over 13 years now, I agree with Whalen when she says, sales people can be retooled! However, she also said to expect 50% of your sales team to not make the transition. That’s a big number.

My take on this is simply – most people would be able to make the transition if they believed they needed to. The problem is, most sales people have stopped reading, stopped studying (except for the free product centric training delivered by product vendors), and have stopped investing in their own careers with continuing education.

One simple fact should clear it up – every CIO reads the Wall Street Journal, yet it is rare that I meet someone in sales who does. When I ask a group, “Can anyone tell me what’s going on in the CIO office right now? What’s the big transformation taking shape in their job description?” No one can answer me.  It should be obvious. The WSJ is writing about it almost every day.

© 2016, David Stelzl

 

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Retention and MSP Business

Today I’ll be speaking to resellers (sponsored by Ingram Micro) on the topic of MSP retention. There are many reasons why clients move on – one of the biggest is CONNECTION. Are you in touch with your clients every month?

Join us today at 1 PM ET <<< Click to Grab Your Seat or Get the Replay

I will be covering several strategies to fix this – but one simple strategy is your newsletter. The problem is, our industry has gone digital. It’s easy to put a newsletter out in digital format, blast it to your list, and think, “There, I’ve done it.”  The problem is, open rates on digital newsletters are terrible. Maybe 15%.

Do the math – 100 MSP clients – 15 opened my letter. How many actually read it?  Hmmm.

The hard part is writing it. If you write one, you know – it’s time consuming. So if you’re going to go through the trouble of writing it, here are three things to consider…some of which I will give more detail on today at 1 PM ET.

  • ONE: Print it! That’s right, in the digitalized megatrend age – the printed newsletter’s lifespan is much longer. I started mailing mine out in early 2016 and I can tell you without a doubt, when I talk with my clients, not only do they still have back issues of the letter – they’ve read it!
  • TWO: If you’re going to write – make sure you know your audience! For instance – if you call on small business, don’t kid yourself…they don’t care about Microsoft updates, advancements in storage technology, or even the bits and bytes of ransomware.
  • THREE: Be consistent.  Send it out every month at the same time. Email them ahead to let them know its coming, and package it in something they’ll recognize. I get a newsletter every month from a coaching group I belong to – when their package arrives, it’s clear. It’s the first thing I open!  And I usually read it.

Join me this afternoon and I’ll give you more great ideas on how to win over your clients long-term, and stay connected over the years!

© 2016, David Stelzl

blockchainBlock Chains, Cyber Currencies, and The Value of Data

Digital Money, my next book, should be out this summer!

If you’ve read Data@Risk, this is the update…for the past seven years resellers have used Data@Risk as a tool to educate business leaders (prospects and clients) on security, moving them to change their strategy. That was 2009.

It’s time for an update….

Money is going digital, but data is even more valuable. Disaster Recovery experts used to say, “People are a company’s most important asset.” While I agree – it’s also true that businesses act as if data is their most important asset. People can leave in mass, and even go on strike, and the company will likely recover. Lose your data, and the bankruptcy rate is high. Especially in the SMB markets.

This book explores security, including:

  • 7 Things your clients need to know about if they want their data to be safe. (Trends they don’t understand – but will be shocked to learn about.)
  • The one mistake every company seems to be making – one that is leading to failure after failure…and what to do about it.
  • Why just about every company must have a managed security program – no matter how small they are, and how to convince them to use yours.
  • Seven mindsets business leaders must adopt, and reinforce in their team members – if they plan to stay in business.
  • What to look for in an IT Services Provider, and why they can’t groom their own internal security experts (unless they are Fortune 500 or bigger). – a perfect introduction to your services! 

Stay tuned!  I’m in the final editing stages, and about to send it off for official editing…

PS. While you’re waiting, check out the Security Sales Mastery Training Program!  It’s online and chances are I can get you a sponsored seat (if you’re a reseller working with one of the major technology distributors!) <<< Click and we’ll get funding for you!

graph-going-upWant to Multiply Your Managed Services Business?

Join Me This Thursday

I’ll be presenting a repeat of last week’s session on how to Transform Your Technology Reseller Business w/ Security.

Find out how to grab the attention of business owners who don’t really think they need more security.

Discover how I convert 90% of the audience when presenting security at reseller lunch & learns (In just 60 minutes).

See why budget does not matter – even when a company has nothing to spend, they’ll find money for security.

I’ll also show you why most resellers are failing to close annuity business of any kind, and how to change that with one simple change in your strategy.

Yes I Want a Seat!  <<< CLICK to join my on Thursday April 7th, 2016

Sponsored by Check Point and Ingram Micro – plus they are giving away 10 seats in my Security Sales Mastery Program (Normally $500), and Check Point will be giving one attendee a FREE 700 Series Firewall!

©2016, David Stelzl

moneyAre You Getting New Customers Every Month?

Not everyone is – especially in the Small Business Market.  

The economy is shaky, and in an election year, many small business owners are waiting to see what’s going to happen.

In the mean time, you could be capitalizing on the security trends.  The news is full of horror stories these days.  But the sale isn’t as easy as it sounds.

Last week I presented a livecast workshop on WebinarJam – I’ve been using a strategy for the past 15 years that does not depend on economics or budgets.  And it’s proven to work over and over, even with people who don’t believe they need more security.

This is so important that I’ve gone out for sponsorship so you don’t have to pay the $500 I normally charge for the workshop.  Check Point and Ingram Micro have agreed to sponsor a second run of this program on April 7th! That’s this week!

Grab your seat here   <<<  CLICK TO GET YOUR SEAT!

Be sure to click the calendar icon when you see the confirmation webpage so it’s on your calendar!

© 2016, David Stelzl

 

appleApple Does Not Have to Decrypt the Phone After All – This is a Historical Moment.

But Once Again, No Technology Is Really Secure…The FBI Has Managed to Break Through Apples iPhone Security.

Did you doubt they could? Did you think the iPhone could really stand up to this?  If you did, you need to know more about security. Good security means fast detection and real-time response.  The front door can always be broken into.

Security is a funny thing. If Apple had given in, case law would have been established. Any future crime could have forced the developer to change the code, create a backdoor, or make things less secure. I know there are many people saying this isn’t true, but most of them can’t claim any security expertise.  As a CISSP, I’m stating my opinion.  I haven’t met one serious security expert who disagrees with me – although I’m sure there are some.

On the other hand, security can always be broken into…that’s why there’s a huge opportunity for every technology company right now.  If you take on security there’s new business out there. We have a problem. If the FBI gained access (or some of their third party contractors), the bad guys can do it too.

There’s still time to join me for this week’s free online WebCast.  

This week I’ll be showing you how to create an annuity business that will far outlast the tradition commodity MSP business everyone is already doing.  You won’t have to abandon anything you already do. But you will be adding some things, and approaching the deal differently…and in a far more effective way.

YES! I want to Attend…  <<<  CLICK here to read more and grab your seat!

This training is so important, I wanted to find a way to get it to you without it costing you a fortune…so I’ve partnered with two technology companies that want the same thing!  Join me this week – Check Point and Tech Data have teamed up to bring this program to your laptop or phone.

Plus, they’re giving away additional training and products!  Click the link above now and find out more!…see you on Thursday.

© 2016, David Stelzl

IMG_2104Ransomware, ID Theft, Hidden Attacks…

This is the time to be investing in security services.

Find Out How You Can Turn Your Technology Reseller Business Into a High-Margin Profit Machine… 

On March 31st, Check Point, in partnership with Tech Data will be hosting a special LIVECAST event where I will be sharing key strategies that can open doors you’ve never imaged going through.

This is for resellers only!  Join us by clicking on the link below!  But don’t wait. Seating is limited…

YES! I WANT A SEAT…(CLICK). <<< CLICK HERE TO LEARN MORE

BONUS #1!  During this event, Check Point will be giving away 10 seats in my most popular online training program – The Security Sales Mastery Program.

BONUS #2! One lucky attendee will leave with a brand new 700 series Check Point security appliance!  All you have to do is show up and tell us you want one…

© 2016, David Stelzl