You know you’re in Las Vegas by the flashing lights and non-stop bells and whistles of the slot machines along with the massive scale of buffet offerings.

You know you’re at the Riviera when, as you exit the elevator, you’re given a choice; go right and you’re getting married at the chapel. Go left, you’re getting tattooed.

Left it was -

Jim Locke and the SMBTN boys and girl were on hand and included our promotional materials on their exhibit table. We were also part of their raffle, offering a copy of Diskeeper 2010 (when it becomes available) to a lucky winner.

While Managed Services remained a focus of many of the sessions, VoIP and Social Media solutions were definitely the “next thing” buzz of the show.

And Diskeeper 2010 was teased into every conversation. “When can I get my hands on a copy?” you may ask.

The clock is ticking.

-Anthony

www.smbnation.com

www.la-itgirl.com

www.smbtn.org

On Tuesday September 15, the SMBTN Group held its monthly Los Angeles chapter meeting at Diskeeper’s on-site café, MegaBytes. The SMBTN Group is a 600 plus SMB VAR peer group with chapters across the US. The monthly meetings bring together local VAR’s to share best practices and introduce them to new technologies via vendor presentations. Megabytes is the home for the monthly get-togethers.

As VAR’s shift their business focus from the traditional break-fix to an MSP model, they must also shift their sales focus from one of a technical nature to more of a consultant/trusted advisor role. How to promote and sell this new service model does not come naturally to otherwise smart “tech guys”.

This month’s meeting introduced the guys to Charmaine McClaire, founder and president of the McClarie Group. Charmaine led a spirited discussion/presentation about the importance of branding, communicating and consistently presenting your vision to your existing and potential customers. 

While Charmaine typically presents to Fortune 500 companies in front of large groups, because of her existing relationship with SMBTN, the attendees got an intimate opportunity to engage and participate with one another.

Charmaine urged the guys to stop auditioning for the part. It’s a major shift in the way in which VAR’s approach their clients. They don’t have to list the “things” they are going to do. By consistently presenting themselves as an integral part of their customers’ success and growth they are able to shift the perception from one of an on-call repairman to one of a paid consultant. 

This point alone resonated with a number of the guys.

SMBTN will be participating at the upcoming SMB Nation event, hosting pre-day sessions on Thursday, Octonber 1.

Contact Information:

• • SMBTN (www.smbtn.org)
• • McClarie Group (www.mcclariegroup.com)
• • SMB Nation (www.smbnation.com)