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Howdy loyal readers! Harrybbbb here and just continuiing my editorial babble.
The print version pretty much says it all except we will be opening up registration later this week for the SMB Convergence Spring conference in the NYC area, March 6-8, 2008. So check back here and check www.smbnation.com.
We are tremdenously excited about this new direction!
harrybbbbb
Harry Brelsford
Publisher, SMB PC
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For more SMB Nation 2008 fall conference photos (over 600 photos!), visit www.smbphoto.com.
(continued from page 5, SMB PC , issue 3-3)
Learn more about Philip Elder: http://blog.mpecsinc.ca.
Learn more about Terry Webster: http://www.twwebster.com
(continued from page 10, SMB PC, issue 3-3)
Nearly 75 percent were at the registered partner level, followed by 12 percent as a certified partner. This confirms our understanding of how you “roll,” as young people like to say (just ask any teenager), with Vista!
Do YOU Use Vista?
When asked if you have deployed Vista in your company (that is, your consulting practice) you replied YES at 77 percent! That is a huge number. But when we dug a bit deeper, nearly 48 percent of you replied that less than one-fourth of all your software overall licenses are Vista. That tells me that you are “testing” Vista on a few machines but the majority of your machines still run on Windows XP Pro. That’s how you roll!
If you were one of the 23 percent that has not deployed Vista in your SMB technology consulting practice, you offered the following concerns (multiple answers were allowed). Note I show the leading responses in several categories, with respondents answering from 1 (not a concern) to 5 (a major concern):
Another question asked you to rate how Microsoft could help you deploy Vista in your company. The top response in the (5) Extremely Helpful category included application compatibility assessment, discounts on new hardware, and a demo system for testing. The other category has these interesting responses: “Assistance with the OEM installation”; “Free training”; “Put Vista in school classrooms like Apple”; and “Get the word out on how great it is.” One silly response suggested Microsoft should provide BSOD Berry Balm soothing candles!
How Your Customers Roll with Vista!
Our survey then turned to a customer-facing conversation. When asked “Do you sell Vista to your customers?” you replied:
|
No |
27.6% |
|
Yes – less than 25 percent of the time |
37.6% |
|
Yes - 25 to 49 percent of the time |
16.0% |
|
Yes – 50 to 75 percent of the time |
11.7% |
|
Yes – 76 to 100% of the time |
7.1% |
My take? Vista is a greenfield of opportunity for the SMB consultant. True story!
Next Survey
I want to hear from you about SBS 2008! Join the fun at www.smbnation.com. You can offer your opinion as to whether Ed Carnes from Tennessee really installed the first copy of SBS 2008 in the world (at a client site in late September 2008 before his national fiddle contest!).
- Harry Brelsford
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In Todd Colbeck’s presentation, Total Small Business Management Using OneNote 2007 to Robert Lindley and Mukeshia Agarwal’s presentation “Microsoft Office BCM Solution: Grow your business by providing custom optimized Office solutions for your customers”, attendees were shown ways to enhance the product offerings they sell to their clients and how to “eat their own dog food” by implementing many of the ideas in their own business. And yours truly along with Curtis Hicks, Derek Brown and Jared Ruckle, along with numerous vendor presentations talking about sales and marketing. And let me not forget about the Keynotes starting with Platinum Sponsor Intel’s David L. Brown Saturday and Cindy Bates of Microsoft SMB fame presenting on Monday morning. Both speakers discussed what their company’s were doing to support SMB resellers and outlined what everyone in this community already knows, the SMB marketing is hot!
With all these great sessions and more, some of the best information was delivered, one-on-one, right on the exhibit floor. Both vendors and attendees alike told me that the vendor presentations and “in the-booth” conversations were educational and enlightening. Vendors loved the quality of the attendees and the volume of traffic they experienced. One said to me “This is THE show to be at”.
The variety of exhibits showed the depth of interest from the vendor community in the SMB space. On the security front we had SonicWall, WatchGuard, Calyptix, Cru DataPort, and Napera with their security appliances and software solutions. AVG, Symantec and Trend Micro with anti-virus and malware solutions. Reflexition with their hosted email solution. Backup vendors offering either on premise or hosted offsite backup solutions from 19Marketplace, Acronis, Backup Assist, Diskeeper, eFolder EMC/Retrospect, High Rely, MaxSP, StorageCraft and Vembu. There were also the CRM, PSA and MSP solutions from Alert Software , Autotask, ConnectWise, CoreConnex, Expetec, HoundDog, LabTech, Level Platforms, N-Able, Rave CRM, Results Software, Tigerpaw, Untangle, Virtual Administrator/Kaseya and Zenith Infotech. The ASCII Group, CMTI Solutions, Franklin Computer Services, Independent Computer Consultants Association, Linkedin,Mar.Com Corporation, MSP Partners, Netenrich, Pronto Marketing, Robin Robins and SMB Books were there to help you grow your business through marketing programs, buying syndicates that ensured best technologies, best practices and general business help. With the convergence of voice, video and data, Aastra Telecom, ClearOne, Comcast, Microsoft Response Point, New Global Telecom (NGT) and Syspine showed attendees the technologies available for the SMB market and the business opportunities around the rapidly growing tele-presence/convergence market. The Planet showed off its offerings for hosted solutions. Citrix and Doyenz showed where the virtualization revolution fits into the SMB space. CTL showed off their line of white label computers, laptops, servers and monitors and how resellers could leverage their band for increase customer loyalty. Cisco/Linksys and NetGear display their line of infrastructure products that focus on the SMB market. And let’s not forget D & H distribution and their unending support for the SMB resellers and the market they serve.
Over three information packed days, (and party packed nights), it was virtually impossible not to grain insights, ideas, techniques and tips that would help you catapult your business forward in 2009.
Eric Steinberg is the Principal Consultant and Analyst at The Boundless Group. Eric is responsible for delivering sales, marketing strategy, and process management consulting and training services in the Managed Services and Virtualization industries. Eric also works as an Analyst’s Expert for a variety of Financial Services companies. He can be reached at Eric@BoundlessGroup.com.
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Contact: Suzanne Mattaboni
Suzanne Mattaboni Communications
For D&H Distributing
For Immediate Release:
D&H DEEPENS ITS CHANNEL INVESTMENT
WITH “VENDOR SPECIALISTS,” CREDIT,
PURCHASING INCENTIVES & MORE
— As the Economy Tightens, D&H Enhances Its Commitment to VARs, Delivering Vendor-Focused Expertise and Support to Help Them Persevere —
HARRISBURG, PA, October 7, 2008 – D&H Distributing, the major North American computer products and consumer electronics distributor, announces that even in this difficult economic phase, D&H is increasing its commitment to the channel. The distributor has added new support services for resellers, using feedback from its resellers as the inspiration for some of its programs.
The distributor recently announced its vendor-based Specialist Team, an elite squad of in-house experts who can help VARs integrate proprietary vendor products, or answer questions on distinct technologies, including key SMB market trend areas such as VoIP or servers. Customers can log onto dandh.com for email access to each respective specialist. The team includes category specialists devoted to servers, VoIP and digital signage; plus vendor specialists dedicated to Cisco, Intel, Lenovo and HP; respectively.
“D&H has always made a point of listening to customer feedback and finding ways to implement those suggestions. In fact, reseller requests have directly dictated the creation of many of our programs. So it’s no mystery, then, when our services meet the real needs of VARs in the field,” said Jeff Davis, senior president of sales at D&H. “That’s even more important in a challenging climate, when VARs look to their partners for support and guidance.
“For instance, resellers have been telling us that although vendors are helpful, they could really use an in-depth resource at D&H with proficiency in certain vendor lines, or even in individual product categories, in order to enter certain verticals or build unique solutions. Hence, the implementation of our Specialist Team,” said Davis.
This ability to offer vendor-based skills makes D&H a more valuable partner to the manufacturers as well, since the distributor is providing personalized support that the vendor might otherwise not be equipped to deliver. This is one more way D&H hopes to contribute to the industry, giving vendors more motivation to drive more business through the channel.
In addition to the D&H Specialist Team, here are additional details on some of D&H’s Channel Investment Support Services:
Credit Increases: D&H continues to conduct ongoing credit line increases for its customers on a rolling basis, and in fact, the distributor has extended more than $25 million in total credit line increases to its SMB customers over the course of this year. Contrary to many of its competitors, D&H’s goal is to extend additional credit during tight financial markets, which is when VARs need it most.
New Customer Incentive: New D&H customers making a first-time purchase of $1,000+ within 30 days of sign-up will receive a $100 VISA gift card sign-up incentive.
Leadership in Emerging Technologies: D&H brings on new vendors on a daily basis, and is always in pursuit of emerging technologies that can make its resellers more competitive. By offering a larger portfolio of solutions, D&H helps customers enhance their margins.
D&H Incentives Reward Program: The D&H Incentives program continues to offer rewards based on a percentage of purchases on designated merchandise from dozens of D&H vendors (one point for every $10 of qualified purchases). With no minimum or volume requirements, the smallest VARs can accumulate rewards points at the same percentage rate as D&H’s largest customers.
Points can be redeemed for merchandise from L.L. Bean, Bass Pro Shops, DEWALT, General Electric, NFL, Northwest Airlines, NASCAR, David Yurman, Bloomingdales, Fisher-Price and more, including the latest program addition of VISA gift cards.
New Freight Carrier Services that Circumvent Increased Shipping: Rather than raise its shipping charges as gas prices climbed, D&H negotiated a change in freight carriers, switching from UPS to Federal Express. This allows resellers who take advantage of FedEx delivery to avoid any shipping upcharges.
“We’re not trying to reinvent the wheel, we’re doing one of the things D&H does best: That is, providing responsive and valuable services that our customers have expressed a need for,” said Dan Schwab, co-president at D&H. “It’s the least we can do to help resellers get through this rocky economic time.”
About D&H Distributing
D&H Distributing is one of North America’s oldest and largest wholesale distributors of computer and consumer electronics products, with an impressive 90-year history serving as a trusted advisor to the reseller channel. D&H distributed the first-ever home computer, the first color television, and even the first gaming system. No other distributor has a greater depth of experience as a one-stop resource for IT and consumer electronics solutions than D&H.
The company’s multi-market expertise, dedicated account reps, sterling service and ongoing educational programs reflect its continuing commitment to its customer base. This level of all-around support enables D&H resellers and dealers to become pioneers of the newly-converged technological landscape, encompassing opportunities in the IT, SMB and digital home arenas.
D&H ships out of six separate locations in North America, including its US headquarters in Harrisburg and its new Canadian headquarters in Mississauga, Ontario. Additional US warehouses are located in Jacksonville, FL; Chicago, IL; Dallas, TX; and Fresno, CA. Call D&H toll-free at (800) 340-1001 or visit www.dandh.com.
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IMHO BUY!
The following, while strictly my opinion, is based on my working with markets since my junior high school project in Anchorage, Alaska, where I traded National Semiconductor put and call options at the tender age of 13! There are winners in any economic scenario. Those looking to make a financial investment TODAY will undoubtedly do very well in five years hence, when the economy cycles into growth. Since this isn’t really a financial journal like Smart Money, let me stay focused on SMB technology. But if you are able, buy equities today!
First of all, I truly believe technology will lead us out of the current economic troubles. I have two reasons for this belief. First, we took it hard in the last dip right at the turn of the century, so we, with all due respect, deserve a pass! This time the financial sector and housing are taking it hard. Second, we’re coming up on another hardware replacement upgrade cycle, as a lot of machines were bought post Y2K and these machines are overdue for an upgrade. What Bob Hood didn’t mention above was that the “streamlining” the manufacturing customer undertook was a hardware upgrade cycle. Efficiencies directly attributable to better hardware and software were the result. Sounds like a peace dividend to me!
Another economic opportunity is to acquire mindshare and market share real estate. Again, for every buyer there is a seller, and firms are selling for ridiculously low price/earnings (P/E) ratios on Wall Street. On Main Street, SMB consultancies are—in theory and depending on your unique transaction—available for bargain prices. So if you buy up your competitors on the cheap right now and profit handsomely in the future, haven’t you really just acted rationally and perhaps lived the dream of many would-be business people? It is possible your greatest economic opportunity in a generation is looking directly at you, and it’s a gift horse!
Be Prudent and Listen to the VIX
Bob Hood is a Renaissance man in his own right. He sings in his church choir, is an active SBSer serving small businesses in Chicagoland, and recently completed a demanding night school curriculum on trading stock options. That alone merits mention in this article, but it gets better. SBSer by day and rogue trader by night, Bob educated me on understanding equity market fundamentals. He scolded me for my tunnel vision, using only the Dow Jones Industrial Average (DJIA) as the leading indicator to follow market trends. There are actually other market indexes that better reflect overall economic performance. (Yes, it’s true!) But I really enjoyed his talk about the VIX, which defines the Chicago Board Options Exchange Volatility Index. As I did research for this article and after talking with Bob, I started following the VIX on SNBC, a business network. Turns out the VIX has gone from a value of 30 for much of the decade to spiking up to over 80 recently. That high value forecasts extreme volatility ahead in the equity markets and suggests optimism tempered with caution might be our best guide as we move forward over the next few months.
My conversation with Bob also touched on a wide range of topics that included asset allocation—stocks, bonds, large cap, small cap, etc. But at its core, the asset allocation discussion reflects this real-worldism: You shouldn’t have all your SMB consulting eggs in one basket (e.g., SBS 2008) but should diversify into products like Microsoft Response Point.
Mother of Invention: Crazy Idea!
In the early 1970s, the Boeing Company in Seattle had major layoffs. From those dark days, many great Seattle companies were born. Unemployed Boeing engineers, with nothing else to do but turn out the lights, invented new technologies and started companies that are the pillars of the Puget Sound economy today. You should heed this as an example of something you can do if you are stretched. Invent something.
So let me ask you for your advice. What if I created a venture capital (VC) fund called SMB1 to raise capital and invest in worthy SMB technology start-ups? Is this a great idea or not? Let me know!
Summary
So how do I end this article? I hope this economic discussion is completely valid and relevant to you, the SMB technology consultant. The economy is THE STORY right now, and I wanted to take you to the next level of “BusinessSpeak” to understand where we’re at, what your peers think, and where you should be headed.
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