Turning Your MSP into an MSSP

Adding Security to Managed IT Security is the most important part of your managed program. Last Thursday I spoke to resellers in Atlanta, sponsored by Check Point Software.  This all day event included several important updates for resellers on what to consider in your managed program.  Keeping patches up-to-date and backing up data is important, […]

Why Should Executives Attend Your Lunch & Learn?

Here’s Why Executive Level Prospects Should Attend Your Next Lunch & Learn And What You Should Be Presenting On Next week I’ll be speaking in Louisville, KY, at yet another lunch & learn – The question is, do people still attend these? Why should they?  Well, this morning’s WSJ article, Boards Struggle With Cybersecurity, Especially […]

John Sileo Comments on the Target Hack

Here are some important words from my friend and colleague, author and speaker, John Sileo.  We can stop talking about TJ Max now…The Target Hack was big.  And even though the bank tends to cover the stolen card issues, Target did report significant drops in both sales (6%) and profit –  cutting it’s profit forecast […]

Making Money w/ Security – Day 2, Some Important Trends

We’re continuing today in our workshop, switching gears from security trends to  sales and marketing strategy.  How successful are you when it comes to moving up and connecting with decision makers?  Many sales people will have a meeting or two upstairs, but how many are maintaining these strategic relationships.  I have found that maintaining these […]

Small Businesses and The Bank – New Trends for Cybercrime

Don’t ignore security if you work in the SMB market…I continue to see smaller resellers focusing on managed services, but neglecting the security side of this program.  Don’t do it.  Managed services contracts justified on security remain the most stable contracts for long-term recurring revenue. In this attached article, Cyber Thieves Hit Owners (From the […]

How Long Does It Take You To Write A Proposal?

It takes me about five minutes to write most of my proposals.  Whether my fee is $200 or $100,000 dollars for the project in question, the proposal looks the same and communicates the same information. The difference in fee has to do with the value I am proposing, not the format of my proposal. © […]

Refocusing Your Discovery Process

Several companies I am working with right now are going through various assessment and discovery programs to create justification for larger projects.  This builds on the material presented online last week. The problem is, most assessments are too technical.  A change is needed if justification is going to be found in your discovery/assessment process.  Here […]

Gaining Permission

I love Seth Godin’s book, Permission Marketing.  In my recent webinar on Gaining Access to Decision Makers, I recommended reading this in the context of demand generation events and selling with assessments. Gaining permission requires demonstrating value.  In last week’s demand generation event we targeted business owners from the start (rather than going to IT).  […]