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If People Aren’t Responding to Your Message Keep Reading…

Technology Providers Need to Refocus If They Want to Help the Businesses They Serve

Last night I spoke to my church congregation on the  topic of security. That’s right, at the church. Some were in business, others were students, homemakers, or retired. They listened, asked questions, and commented after the talk that this was truly helpful. My hope is that  they left with some very practical steps to take to reduce their personal risk and exposure online.

The truth is, everyone is interested in security when it’s tied to their personal stuff. No one is interested when it’s about technology, with the possible exception of the IT person trying to enhance their resume.

Are People Calling You to Hear Your Message?

If you’re newsletters, blog posts, and website are littered with technical jargon, chances are no one is responding. But put a business or personal message in front of your prospects and they’ll tune in. Security is magnetic.digital Money Cover

Last week I was in Montana, speaking to small business owners in the small town of Helena. Not only did people come, some drove from the remote parts of Montana to hear this message. And at the end of my session, Information Systems of Montana was kind enough to offer their guests an assessment, just for attending. 90% of them said yes!  For an entire hour they were engaged, not checking email, but taking notes.

This month I’ve been invited to address business owners in New Orleans, deliver a large conference keynote in Miami, and speak to a CPA association in San Antonio. Why? Because people want more – they want to know what’s going on and how it affects them.

What’s Your Message?

It’s time to evaluate your message. Security and customer experience are likely the two most important topics out there when it comes to technology. If you write software, you can help people on the customer side. But if you’re working on managed services and infrastructure, you need security. Not just any security – focus on the trends and how they relate to the people you work with.

Remember, your prospects are building businesses. They’ll be using technology to create efficiencies and value. As they move forward, their security needs will be changing, and they’ll need advice. The person with answers will be in demand.

© 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

IMG_6236Your Client’s Data Value Demands a Response

Last week I spoke at the Oklahoma Technology Symposium at The Cox Convention Center downtown, and then again to business leaders at the Gailaria Country Club north of the city. (Thanks to AnchorPoint Security and Check Point Software.)

The value of your client’s data is rapidly growing, and this was central to both of my presentations.

The Proof is in the Ransomware

People are paying the ransom. They can’t afford not to. Just this morning the WSJ reported another incident, this one related to the Leavine family NASCAR race team. They only paid $500, but $500 for what? The true cost of a breach like this is much greater. The FBI estimates the total cost per incident to be around $333,000! And the incidents of ransomware now four times what they were last year.

If you’re not talking to your clients about ransomware, now is the time. But more than talk is needed. They need answers.

Start by assessing their exposure to this type of attack. Can your client detect it coming in with their current security set up? My guess is that most can’t. That’s a managed services offering right there. Few companies will have the expertise to do this internally. They also need user awareness training. One place to start might be my latest book, Digital Money. It will be out by the end of this month!

The fact is, more data is being created, and just about every business is down when their computers are down. Data defines just about everything, including all of their clients, R&D, projects, finances, etc. Without their data, they’re out of business. What’s that worth?

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

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

2016-06-14_15-12-33How is Your MSP Retention?

If you’re losing customers over the year, you’re losing money – big money.

The average stay for a client on an MSP contract is a few years, but if you look at a single year’s profit for your average customer (12 months of payments), losing adds up quickly.

Tomorrow Ingram Micro will be hosting a Livecast where I will be addressing this issue. Of course, I will be pointing back to security, and how to leverage security to increase retention. But not just security – there are some great strategies that you can put to work right now to increase retention and keep your value proposition strong. Hope to see you there.

Sign up right here (CLICK)  <<< Click to grab your free seat on tomorrow’s Ingram Micro Livecast.

 

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