Archives For Technology Trends

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We just wrapped up an awesome event in Vancouver, thanks to the Tech Data Team and Tech Select Members!

Yesterday I presented 4 key concepts resellers must execute on if they want to keep growing, or reignite a dying MSP business.

In case you missed it, I did provide a free Assessment Template you’ll want to download

(Click to download it here)

What are the 4 areas? 

First, how to use assessments. Over dinner, Dale Cline, President of BlackStratus (A Security Monitoring Firm based in NY) shared with me, that by changing their approach to an assessment based trial, conversion rates have gone from 30% to 80% in just a few months.  PWC, Accenture, KPMG – these firms have been using assessments and studies to sell for decades..it’s the key to avoiding price discussions.

Next, The Value Message. People take care of urgent threats before they expand and invest.  If you’re having a heart attack, you’re not stopping to check your budget. You just go to the hospital before it’s too late. In our session, using the messaging from The House & Cloud, I showed this group exactly how we converted over 25 business leaders in one hour earlier this week – a lunch & learn I did in Richmond VA.

Transformation also requires an ascension strategy – that means modifying your solution strategy. If your only real offering comes from MSP contracts, then how does the 80/20 rule apply. It turns out there’s a 5X growth strategy sitting above your MSP business…but most IT services providers don’t have one.

Finally, if you want to grow, you need a conversion strategy. Referrals are great, but there just aren’t enough of them…This is marketing…reaching out to the masses, building business-level awareness…then moving to trust, and finally to justification using your assessment.

For those of you who did attend – let me know how I can help as you move forward to implementation!

© 2017,  David Stelzl

PS. Get started with the Assessment Template – the fastest way to overcome objections like, “We’ve got it covered”…

 

 

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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

 

san-antonio-riverwalkCPA Firms Have Some Serious Data

This morning I kicked off Allinial Global’s technology conference with a keynote on Digital Money and the growing value of data. Allinial is an association of over 8000 accounting professionals around the world. This week’s IT conference, held in San Antonio, focuses on the IT organizations that support these accounting firms.

I was encouraged to see that most of their agenda was focused on security!

While there are lot’s of IT topics worth discussing, security is by far the most pressing need. During our lunch break I heard from several attendees who reported various attempts on their companies, with hackers trying to get insiders to wire money to fraudulent accounts (CATO). This reinforces the message that corporate account takeover attacks are a real and A growing threat among small businesses.

We also discussed the need for small businesses to contract with outside security services providers to monitor traffic.  As I explain in my latest book, Digital Money, small businesses cannot afford to hire qualified security experts unless they themselves are also providing security services to their small business clients. Security people are expensive, and staying current means working on security every day.

Most IT professionals understand the need for more security, but getting management to act on assessments, and invest in proper detection/response strategies can be a challenge. Hopefully our session today has given this group a compelling message to take back to management. A message that moves them one step closer to strong detection and a timed response plan.

Check out Digital Money to find out what’s really going on out there, and why businesses are losing the battle…

© 2016, David Stelzl

 

 

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This fall over 600 financial security officers and supporting staff will be heading to Doral! In case you haven’t heard, my last book release, Digital Money, is with the publisher, and this is just one of the many venue’s I’ll be presenting at to show business leaders why they can’t continue to operate securely without changing their security strategy.

It’s time for every technology infrastructure and managed services provider to get serious about security. It’s not an add-on, it’s the most important part of your program.

© 2016, David Stelzl

numbersHow Many Meetings Are You Getting Per Month?

How Many New Clients Have You Picked Up Over the Past 12 Months?

I hear this all the time, “It’s a number’s game.” If you make 60 calls, or some say 100, then you should get 4 – 6 meetings each month, and 1 will close. That’s the silliest thing I’ve hear in a long time. It’s like saying, if I put enough quarters in the slot machine, I’ll eventually win. Odds are odds. It doesn’t matter how many times you flip a coin, the odds of landing on heads are always 50%.

Not Numbers, Think Strategy and Value

Here’s the hard truth. If you have something people really need, know who to communicate to and how to communicate, you’ll connect. If they really need it, they’ll buy it. If you sell them something they really don’t need, they’ll figure it out. If your offering isn’t great, they’ll leave you shortly after signing.$1 HC Book Ad

In my newest book – Digital Money, due out in a couple of weeks, I explain to business leaders exactly why they need to rethink security. I show them what’s going on inside their organization that is destined to lead to disaster. And then I tell them why they can’t fix this internally, and what to look for in an IT service provider.

If you want to know what that service provider looks like, I explain the whole thing in my book, The House & The Cloud.

Don’t Be Fooled

The number’s game leads to business failure. Gartner, The WSJ, and many others are telling us, “The cloud is here, adapt or lose.” Margins on MSP business are shrinking. And don’t expect the data center business to come back next year. I heard that from someone yesterday. It’s not going to happen any time soon.

© 2016, David Stelzl

hackerDo You Understand The Power Hacker’s Have?

And Most of Us Are Helping Them On a Daily Basis

This October I will be delivering a keynote at the Celaes conference, put on by Florida’s International Banker’s Association (FIBA). In this month’s FIBA newsletter you’ll find an article discussing The Hacker’s Most Powerful Tool – one you won’t detect with scans or traffic analysis…I’ve provided a link here for you’re convenience.$1 HC Book Ad

The big take away here is how all of us are involved in strengthening this attack tool – simply because we underestimate it. Read and discover one of the things your clients really do need to understand if they are going to regain control of their data.

© 2016, David Stelzl