Authority Q1 2014

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IF THE DEVICE FITS, BUY IT

THE END IS NEAR

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» From the Publisher Welcome to the start of 2014! Tech Data is full-speed ahead with targeted solutions that will help you grow your business. That’s why we’re here and, more specifically, that’s why we produce Authority.

As we kick off the new year, we’re offering easier-to-read content prioritized by your needs. We’ve revamped the magazine by organizing our dynamic, business-building stories into key sections. You’ll find important stories about trends, such as our cover story, “Hot Trends for 2014”; opportunities, like an overview of preparing for the end of Windows XP support; and about you, where articles such as “Three Steps to Better Customer Support” and “Shiver Me Data Breaches” give you practical ways to improve your business. As a Tech Data-published magazine, we also feature noteworthy updates on Tech Data business in our activity section. Use these sections to navigate Authority and maximize the benefits this magazine can offer.

Our new design epitomizes our goals this year: to offer fresh, innovative ways to stay ahead of the game. Authority magazine is about you. We hope you find that to be true and use these articles, Q&As, tips and steps to guide you in key growth areas and help you find new opportunities in the coming year.

Keep Authority bookmarked as your go-to source for advice, solutions and the latest happenings in the channel all year.

If you like what you see or have some feedback, let us know by sending a letter to the editor.

Sincerely,

Eric Jessen Publisher, Authority magazine 2

“This new design and layout epitomizes our goals this year: to offer you newer, innovative ways to stay ahead of the game.”

» Editorial Staff Eric Jessen

Authority (ISSN #1940-9249) is published quarterly by Tech Data Corporation, 5350 Tech Data Drive, Clearwater, FL 33760, Phone: 727-539-7429

Editor-in-Chief

www.techdata.com.

Publisher

Brian Kosoy

Creative Director Alex Fox

Managing Editor Jessica Chapman

Lead Designers Leandro Castro Amy Leet

Writers

Laura Stewart Christine Hale Tracy Blalock Jonathan Chandler

©Copyright 2014. All rights reserved. Material in this publication may not be reproduced in any form without written permission from the publisher. Tech Data and the Tech Data logo are registered trademarks of Tech Data Corporation in the United States and other countries.

All other trademarks are the property of their respective owners.

We welcome your feedback on Authority. Please drop us a line at authority@techdata.com or visit techdata.com/authority.

Contributors Beth McElveen Amanda Lee

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Spring 2014

ON THE COVER page 18 »

Meet Tech Data’s New President, The Americas: Joe Quaglia Telling a good story is more useful than you think

page 34 »

Is Storytelling a Grown-Up Business Strategy?

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page 12 »

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Events

6 » In the News

Hot off the presses, here are a few key highlights of recent Tech Data announcements

TechSelect Partner Conference

page 8 »

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If the Device Fits, Buy It page 22 »

16 » Trend Alert:

Sign Shops Go Digital

Tablets and phablets shake up the industry

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The End is Near Preparing for end of Windows XP and Office 2003 support

page 40 »

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Cloudy With an Increasing Chance of Revenue Develop a cloud strategy that ensures success

30 »

Maximizing Your Mobility Mindset

Advice from successful solution providers

ABOUT YOU 46 » Three Steps to Better

Arr… Shiver Me Data Breaches!

Protect your customers against the dangers of the cyber seas

page 48 »

Customer Support

Run a help desk with little expense

56 » SMB Spotlight:

Taking the Lead

How to streamline sales and score more deals

60 » Off the Clock:

Testing, Testing, 1,2,3 5

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In the Hot off the presses, here are a few key Tech Data Named 2013 Distributor of the Year by PCM

Tech Data Announces Partnership with Panduit

In January, Tech Data announced that it has been named PCM’s 2013 Distributor of the Year. Tech Data was recognized

by PCM for its business performance, exceptional customer service, strategic services and high levels of engagement.

The award was presented at PCM’s Vision IT Conference & Expo. During the past year, Tech Data delivered results that achieved improvement targets and increased success for both companies.

Tech Data announced its partnership with Panduit, a global leader in Unified Physical InfrastructureSM (UPI)-based solutions, in December. Through the partnership, Panduit’s physical infrastructure solutions are now available for purchase through Tech Data’s Advanced Infrastructure Solutions (AIS) division. The announcement was made in conjunction with Tech Data’s AIS Data Center and Security Solutions Partner Summit, held at the Vinoy Renaissance Resort in St. Petersburg, FL.

Learn more »

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Learn more »

News highlights of recent Tech Data announcements: Tech Data Corporation Completes Acquisition of Joint Venture Partner’s Interest in TDMobility Tech Data completed the acquisition of Brightstar Corp.’s 50 percent ownership interest in TDMobility in November. The TDMobility business unit at Tech Data offers solution providers the infrastructure needed to simplify entry into the mobile market, providing a complete, end-to-end mobility solution from device selection and activation to security and mobile device management in the data center. TDMobility was formed as a U.S. joint venture between Tech Data Corporation and Brightstar in April 2011.

Tech Data Earns Top Marks on 2014 Corporate Equality Index Tech Data received a perfect score of 100 percent on the 2014 Corporate Equality Index (CEI), a national benchmarking survey and report on corporate policies and practices related to LGBT workplace equality administered by the Human Rights Campaign Foundation. Tech Data joins the ranks of 303 major U.S. businesses that also earned top marks this year. This is the ninth consecutive year that Tech Data has received a 100 percent ranking.

Learn more »

Learn more » Stay updated on Tech Data news by checking out the latest releases available here.

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Events Happy 15th Anniversary, TechSelect As Tech Data celebrates its 40th year in 2014, its TechSelect partner community is also celebrating a milestone. Here is a look at special moments from our last TechSelect Partner Conference in November.

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Upcoming TechSelect Events Spring Conference May 14-17 Summer Regional June 3 TechSelect University August 11-15

The Biggest Party of the Year Over the last 15 years, the TechSelect community of solution providers has helped its members do more, learn more and become more. So this year they want to celebrate both your and their success by taking the party to the Omni Orlando Resort at ChampionsGate in Orlando, FL. Don’t miss the fun and more opportunities to grow your business.

Fall Conference October 22-25 Winter Regional December 9

JOIN OR LEARN MORE To learn more about the TechSelect community, contact Business Development Rep Scott Mela at scott.mela@techdata.com or techselect@techdata.com.

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TECH DATA IS YOUR Rx FOR HEALTHCARE IT Join TechMED Alliance to grow your Healthcare IT sales using a broad range of services, products and solutions: SALES AND BUSINESS DEVELOPMENT SERVICES

PARTNERSHIP

Dedicated Business Development Team

Invitations to exclusive TechMED Partner Summits

Tech Data Integration Services

Social Networking

Private Label Delivery

Quarterly E-newsletters

UID Label support

Access to Demand Gen Activities

E-Commerce support Financing Options including Net Terms Account, Assignmentof Proceeds, Leasing and Third Party Financing Web Resource Center IT Lifecycle Services

Join TechMed Alliance today and get connected to healthcare opportunities by contacting your dedicated Public Sector team at 800-436-5353 or publicsector@techdata.com.

TRAINING/EDUCATION Hands-on Training at Tech Data’s Healthcare Solution Pavilion Certification Training from TDEducation Sophisticated Suite of Marketing Programs from TDEngage

Better Solutions.

Better Healthcare.

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Meet Tech Data’s New President, The Americas: Joe Quaglia

By Jessica Chapman, Managing Editor 12

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In November, Tech Data announced the appointment of Joe Quaglia to president, the Americas.

In this role, Quaglia will lead the company’s extensive sales, marketing, logistics and purchasing operations throughout the United States, Canada and Latin America. A 25-year industry veteran and a seven-year veteran of Tech Data, Quaglia had most recently served as the company’s senior vice president, U.S. marketing and president, TDMobility.

We sat down with Joe to discuss his plans for his new role and his vision for Tech Data’s business in the Americas.

What are key growth areas for solution providers in the next year and how can Tech Data help them within those areas?

What are your priorities as president? » Quaglia: When you think » Quaglia: Our customers are going to be at the core center of everything we do. If we haven’t made that clear thus far, it will be made clear. It’s also critical that we’re continuing to add value, and that comes in helping bring a better level of product, solutions and services to our reseller customers that differentiate them in the market and help them grow their revenue and profits much better than what they have in the past. By doing that, we enter into more loyal and stronger partnerships.

“I want to learn what it is that they need help with to solve practical problems for their customers.”

about growth, you have to think about cloud and mobility. We’ve been very open about the success and the value in each of those areas with our TDCloud and TDMobility offerings. The other key area is going to be the continued growth in the data center. The growth in AIS—servers, storage, networking, virtualization and software—has been phenomenal. Our core broadline business is also important. And of course we can’t ignore the client computing side of the business, as it’s evolved from desktops, notebooks, ultrabooks, tablets, smartphones and everything in between— it’s now a very compelling growth category that, when attached to mobility, becomes a new driver of profit growth for our resellers.

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What are you most excited about in transitioning from senior vice president of marketing to president of the Americas? » Quaglia: I now get the opportunity to interact with more employees and learn and interact with the departmental opportunities and initiatives that exist inside the company. Also, I now have more influence in pushing Tech Data to be a better, faster, stronger company that both myself and all of our employees can continue to be proud of. I now have the

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opportunity to influence that, and that gets me really excited.

Few people have had the opportunity to go from computer programmer all the way to president at one of the world’s largest technology distributors. What’s it like to look back on that journey? » Quaglia: I was fortunate to have had the opportunity early in my career to learn about technology and how it helps drive innovation and productivity. Starting

ABOUT YOU

as a programmer gave me the foundation I believe has helped me stay in front of the technology evolutions in our industry—understanding technology and its practical business uses helps create substantial business value.

Along the way, I had the opportunity to learn from so many great people and leaders in the industry, which helped shape me from programmer to business leader. I still think about those days of programming bits and bytes, but don’t ask me to compile any programs—in fact, I don’t think those programming languages are used anymore.

FAST FACTS Things You Didn’t Know About Joe HOMETOWN: » Dyer, Indiana

FAVORITE SPORT: » Baseball

COLLEGE(S): » Indiana State University (B.S., Computer Science) and Butler University (M.B.A.)

FAVORITE MOVIE: » The Godfather trilogy

FAVORITE TEAM: » Chicago Bears 14

FAVORITE TECH GADGET: » Samsung Galaxy Note 2 INTERESTING FACT: » Played baseball (pitcher) for Indiana State

FAMILY: » Married 23 years with two daughters, ages 18 and 20 HOBBIES:

» Fishing, college football and boating

What message do you want to share with customers? » Quaglia: I want to learn what it is that they need help with to solve practical problems for their customers. I feel I have a pretty good handle on what is needed in

the channel and by our partners, but I will never give up constantly asking what help they need to be more successful. The better I can understand that and have a pulse on the channel, the better we can evolve as a company to serve them. This is still a human business, and

»

“Our customers are going to be at the core center of everything we do. If we haven’t made that clear thus far, it will be made clear.”

Tech Data’s President, the Americas, Joe Quaglia, formerly senior vice president of U.S. marketing and president, TDMobility, interviews Apple Co-founder Steve Wozniak at Tech Data’s 2013 Fall Channel Link event in Anaheim, CA. Quaglia was appointed President, the Americas, in November.

value and partnership are still created by human-tohuman interaction. I can’t emphasize the value our channel partners provide us enough—it’s their business that makes this company successful. Our customers and vendor partners are at the top of Tech Data’s priorities.

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No one should be surprised by the array of new dynamic digital signage (DDS) product announcements at January’s 2014 International Consumer Electronic Show (CES).

The DDS market is predicted to reach $17.1 billion by 2017, according to Information Handling Services (IHS). So what are the opportunities for sign shops that traditionally have printed static signage?

And how can IT solution providers educate sign shops on the role they play in this growing vertical?

DDS gives businesses the opportunity to communicate up-to-the-minute information to their audiences, from changes in price to the weather. Plus, end users can reap the benefits of offering advertising on their displays. The initial setup is more expensive to a sign shop’s customer than printing static signs, but their long-term flexibility makes the digital signs an asset to their bottom line.

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Which end users can sign shops target for DDS? Some digital displays are loaded with software that makes them easy to setup and maintain, so end users with a single location may be able to install and upload content without a sign shop’s assistance. Sign shops whose SMB customers have multiple locations, such as gas stations or regional grocery chains, or those that want to tie together multiple displays to a single controller, are probably best able to capitalize on DDS by handling the design, content, operations and business. End users with thousands of locations may need a business more specialized in digital signage to tackle their jobs.

Sign shops often have longstanding customer relationships, so the conversation about transitioning to DDS should be an easy one to start. It’s the solution providers’ responsibility to make sure sign shops have access to education, marketing materials and quality products to make them an easy sell.

By Christine Hale, Contributing Writer

Desktop

Displays to Video Walls

Visualize IT VISUAL SOLUTIONS

AND EVERYTHING IN-BETWEEN

High-margin visual solutions for: • • • • • •

Retail Hospitality Houses of worship Waiting rooms Education And more

Contact visualsolutions@techdata.com | 800-553-7935 www.techdata.com/techsolutions/systemsandperipheralsit/visualizeit

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Some things are here for the test of time—cell phones, Starbucks, Egyptian pyramids, diamonds, Disney. Other things, not so much—just think back to parachute pants, go-go boots, pet rocks, Furbies, the Macarena and MySpace. We here at Authority are hoping twerking, selfies and “YOLO” are added to that list very soon.

Thankfully IT works a tad different. We’ve seen trends emerge, change the world and stick around forever—the Internet, email, tablets and smartphones, to name a few— and Tech Data is predicting the trends topping our 2014 list to do the same. Take a look at notable areas for 2014 and keep an eye out for how you can take advantage of these growing opportunities.

MOBILITY AND BRING YOUR OWN DEVICE It’s no surprise to see this one on the list, and IDC’s Director of Infrastructure Channels Paul Edwards says mobility is not only a key trend but also an important component to the third platform. IDC predicts this should include 29 percent of 2014 IT spending, according to the analyst firm’s “IDC Predictions 2014: Battles for Dominance— and Survival—on the 3rd Platform.”

Edwards recommends IT solution providers focus on solutions that provide value and start to engage with those customers who already have infrastructure skills.

CLOUD Cloud computing isn’t going anywhere— not by a long shot, Edwards says. In fact, solution providers should be taking a close look at how they want to use the public 19

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cloud in 2014 and start developing a cloud migration strategy.

Work with channel partners like Tech Data and key vendor partners to launch a cloud strategy ideal for your customers. Learn more about the cloud forecast by reading our latest story here.

SOFTWARE-DEFINED NETWORKING AND SOFTWARE-DEFINED DATA CENTER This new trend is still somewhat unknown, but it’s picking up speed fast, Edwards says. Many vendors have developed strategies and it’s becoming a key factor for networking vendors. “[Partners and vendors] need to have an architecture-neutral software-defined data center strategy,” the IDC says in its recent report. “A key step will be redeveloping/ adapting offerings to run in an OpenStack, CloudStack, or other vendor- and architecture-neutral environment.”

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opportunities behind big data before trying to start implementing it. Have a solid grasp on the trend before you think about selling it, Edwards says.

The “Data Universe,” as IDC has dubbed the data explosion, will shape future investments, bolster future cloud opportunities and even shift the marketplace to a more data-centric market power.

TABLETS AND OTHER SUCH DEVICES This one is slightly obvious, and you undoubtedly are well aware of the growing opportunities in the mobile device phenomena.

“The PC slide will continue, albeit more slowly,” according to IDC, “while tablet sales grow by a scorching 18 percent and smartphones grow by 12 percent.

Smartphone sales will be boosted by largerscreen (phablet) models, which will take some share from small form-factor tablets.”

While implementing a software-defined data center might not be immediately practical, it will be soon and solution providers should start taking a look at the solutions that will work best for their customers.

Learn more about tablet trends in this previous Authority article, and read about the phablet opportunities in our current article here.

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IDC predicts data volumes to reach 6 trillion terabytes in 2014 and big data interests to shift toward apps and analytic tools.

Big data can be a hard solution to swallow, so solution providers should start with understanding the concepts and

While this isn’t exactly a technology trend, it’s easily one of the most important on our list. By 2016, Edwards says line-of-business executives as IT decision-makers is expected to rise to 40 percent (up from 25 percent today).

That means you might be pitching IT solutions to a new group in the near future, most likely marketing, customer service and sales groups, according to IDC’s report.

Times are changing, and, as these trends prove, the channel is evolving. Evaluate these trends and start looking for ways you take advantage and help your customers embrace a stronger and faster IT in 2014— because, you know, YOLO!

MAKING THE MOST OF IT: ADVICE FROM CISCO If there’s anyone who knows how to lead innovation, it’s Cisco. Paige Powers, Cisco’s director of U.S. distribution sales, shared her insights on how solution providers can capitalize on IT. “In the past, we’ve all been focused on selling the product,” Powers says. “It’s no longer a product conversation. It’s ‘how do I sell a product?’ [We have to] learn how to have a different conversation.”

Solution providers should take a look at key business areas and evaluate what their goals are in each. In such a fast pace of change, Powers says that solution providers not already up-to-speed on the latest solutions risk getting left behind.

ALL ABOUT PRIORITIES: ADVICE FROM HP John Solomon, senior vice president of HP’s printing and personal systems division, took a break to offer Tech Data solution providers important advice to winning customers.

1. U nderstand new technologies: Take time out to make sure you fully understand the technology and solutions available. Work with your vendor partners and get updated on the latest innovations. Learn about the innovations and think about these trends, he says.

2. Get trained: “If [solution providers] don’t sell the new style of IT, then it’s not going to work,” Solomon says. With the many trends emerging in 2014, it’s crucial to learn and find opportunities to incorporate new trends. Don’t miss the boat on emerging trends by not keeping yourself up-to-date.

3. Secure printing: Needless to say, one of the leaders of HP’s printing division couldn’t exactly leave this off his list—and for good reason. With cloud taking increasing priority in IT offices everywhere and data soaring in leaps and bounds, more companies are looking to increase security in every area. Printing is no different, and Solomon recommends solution providers start their search with solutions like HP Access Control.

So how do you lead your company to the future of IT? Powers says a few things come in handy: a positive attitude, the ability to bring things to the middle—be real—enjoying the people you work with and create an atmosphere that inspires people. That’s what makes a leader, Powers says.

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If the

Device Fits,

BUY IT TABLETS AND PHABLETS SHAKE UP THE INDUSTRY

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ABOUT YOU

Notebooks, tablets, hybrids, phablets …

The landscape is changing, and it’s up to you to adapt to it or risk losing customers.

They made their debut in 2010, but by 2015 tablets are already predicted to outsell PCs. Apple and Microsoft are going with the flow—in fact, Apple created the flow with its iPad. Microsoft’s new version of Windows has been refreshed to play nicer with tablets and their fab counterparts, the phablets. And now there’s a new breed of hybrid computers that transform easily from a desktop PC to a tablet.

IT managers around the globe are navigating through an array of new mobile file management and security solutions to make BYOD work for their companies.

Users want a device they can use in the boardroom, hand off to their four-yearold to watch videos, check personal email when they get home and edit Excel files for work on-the-go. But they also need to make calls and text message to get personal and company business done. So what’s the best device for your customers?

Hybrids — The Best Of Both Worlds When the touch-optimized Windows 8 OS was unveiled, a new breed of device was born to capitalize on the new interface.

Part PC and part tablet, they’ve got highquality displays, long battery life and large storage capabilities—the best of both worlds. Hybrids can tackle the most memory-dependent productivity tasks from editing in Word to designing in AutoCAD when used as a traditional notebook with a keyboard. When used as a tablet, they’re perfect for watching movies, surfing the web and reading books.

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Some users say the updated Windows 8.1 is in its most logical home when used on a hybrid, where it can stretch its legs to accomplish the productivity tasks Windows is known for and also exhibit the cutting-edge touch capabilities that have been added to Windows 8.

Are Phablets The Next Big Thing?

If you don’t know what a phablet is yet, it’s time to update your vocabulary. Phablets are tablet devices with 5-inch or larger screens that also have cell phone capabilities. Basically, it’s a device that lets users have their cake and eat it too. Sure phablets are larger than your average pocket, but it might be easier to change the way tailors sew than change the way business and personal technology converge. Why carry a phone and a notebook or tablet if you can get all the functionality and productivity applications you need in one device?

Samsung was the first to popularize phablets with its Galaxy Note series. While some scoffed at the enormity of their screens, their huge success, especially in Asian markets, has made them legions of believers.

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How Much Shelf Space Should You Devote To Phablets?

With some screens approaching 7 inches, deciding to carry a variety of phablets is no small decision. The U.S. market hasn’t LG has since joined the game latched on to the trend as fast as our Asian with its Optimus G Pro, Nokia is counterparts. Visiongain estimates that coming out with its Lumia running global phablet revenues will total $46 billion Windows 8.1, and Sony, Lenovo, in 2013 and will “constitute a significant HTC and many more are selling portion of global smartphone shipments them as well. To top it off, the by 2018. They will become cornerstones Internet is abuzz with rumors that around which the next-generation Apple is developing its own phablet. product lines of leading OEMs will be built.” BI Intelligence also expects As the leader in the tablet market with phablets to grow at a 63 percent the iPad and the smartphone-trendsetting annual rate from 150 million in iPhone, an Apple iPhab (isn’t that catchy?)

2013 to 350 million by 2016. could revolutionize the device industry as we know it. While the iPad wasn’t launched with the intention of being the darling of the enterprise community, it has quickly evolved into a business-friendly tool with a host of apps and accessories that add functionality and boost productivity. An iPhab could take that to the next level with a larger screen than the iPhone, allowing it to accomplish more enterprise tasks easily, such as word processing and file management.

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A N H C C E G N I S EA

Develop a cloud strategy that ensures success

By Laura Stewart, Contributing Writer

Companies who can offer a seamless way to replicate infrastructures and move them between servers will be invaluable enablers to the growth of the public cloud.

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N E U V E E R F O The channel’s forecast is looking cloudier by the day, and while this might put a damper on your beach plans, it’s good news for those interested in capitalizing on the growing demand for cloud services.

In a market analysis conducted at the end of 2012, International Data Corporation (IDC) found that businesses had shifted from regarding cloud as a solution to “research and explore” to instead seeing it as one to “plan and deploy.” The conversation has shifted from “should we use cloud services?” to “how should we use cloud services?”

Although a somewhat obvious example, the evolution of the World Wide Web sheds some light on how enormous cloud opportunities will become in the coming years.

Coincidentally, the United Nations passed a resolution in 2012 declaring Internet access a fundamental human right. The Internet has become ubiquitous, connecting us as businesses,

as families, as members of a global community. It has reshaped the way we live, and cloud computing is at the forefront of the next wave of expansion.

When it comes to capitalizing on the true scalability and cost-efficiency of the cloud, the public cloud is key.

IDC predicts that public IT cloud services will reach $47.4 billion in 2013 and grow to more than $107 billion by the end of 2017— that’s a compound annual growth rate (CAGR) of 23.5 percent—five times that of the industry overall. As the public cloud grows, so does the need for cloud migration services. Companies who can offer a seamless way to replicate infrastructures and move them between servers will be invaluable enablers to the growth of the public cloud.

One developing aspect of the migration story is the concept of intercloud migration (or “cloud hopping”). The fairly new trend was slow to take off but is quickly gaining steam. SaaS providers like Racemi and Rivermeadow are capitalizing on the opportunity to offer automated migration

services, moving existing servers (physical or virtual) into the cloud or from one cloud provider to another, and there will be many more to come.

IT solutions are never static, and those with staying power carry tremendous opportunity in their wake as they continue to evolve and adapt to the changing needs of the channel. Solution providers who have an eye on the ever-changing forecast—who anticipate and capitalize on shifts—will continue to dance in the rain of cloud revenue rather than fear the storm.

HOW TO DEVELOP YOUR MIGRATION STRATEGY Start putting your cloud migration strategy together and get a head start on the latest channel trends. Tech Data’s TDCloud team has cloud migration specialists ready to help develop the strategy best for you. Get in touch with them today: • Visit the TDCloud website • Give them a call at 800-237-8931, ext. 87663

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One Stop. One Shop.

All Your Data Center Solutions.

Tech Data’s Advanced Infrastructure Solutions

Tech Data’s Advanced Infrastructure Solutions (AIS) team is dedicated to offering the latest data center technologies to help resellers profitably sell, deploy and manage. Through our vendor relationships, we’re able to provide resellers access to one of the channel’s broadest data center solutions in key focus areas, including virtualization, unified communications, high-end networking, servers and storage, power and energy, and security.

To learn how Tech Data can help strengthen your data center solutions practice, visit our Solutions Hub, email aisdatacenter@techdata.com or call 800-237-8931.

Sponsoring Vendors

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MAXIMIZING » YOUR

MOBILITY

MINDSET

ADVICE FROM SUCCESSFUL SOLUTION PROVIDERS

BY CHRISTINE HALE, CONTRIBUTING WRITER

Mobility is top-of-mind for every end user, so it’s no surprise that the IT channel is clamoring to offer the latest solutions. But how do you make it a profitable part of your business when so many carriers are vying for your customers business? To help resolve the confusion, we got some advice from three fellow solution providers and found out how you can take on mobility and get into this growing market: » Dan Hurd, president, Complete Tablet Solutions » Tom Bethel, operations manager, ACL Computers, Inc. » Darren Basch, director of sales and marketing, DH Wireless Solutions

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How long have you offered mobility? » Hurd: Complete Tablet Solutions has been in the mobility business since 2004, providing full sales, service and support, as well as development and integration of smart forms and mobile applications. » Bethel: ACL Computers started offering mobility as a service in January 2013. » Basch: DH Wireless Solutions has been a premier value-added reseller (VAR) and systems integrator (SI) for mobile modem and router devices for 12-plus years.

What recommendations How do you sell your would you have to other customers on adding service providers? mobility at point of purchase? » Hurd: The top focus for CTS is to take care of our customers. This seems simple, but it amazes me how many companies lose sight of this. Additionally, managed service providers should take inventory of their strengths then look to partners like TDMobility to fill the gaps.

» Bethel: Listen to your customers and offer solutions that meet their specific needs. Tech Data and TDMobility have experts in all areas who are always willing to join you on a conference call and help you provide the best overall solution and value to your customer. » Basch: Provide extra values to your customers and work within your core strength. Don’t just sell on price!

» Hurd: At this time, almost all retailers and companies know they need mobility.

Now it’s more a matter of knowing how to deliver the solution. Mobility adds such a broad array of capabilities and benefits for increasing interaction for retail customers that it’s the direction for all but the laggards in the industry. » Bethel: Many times just asking some questions at the point of purchase can lead to new opportunities.

I always ask my customers purchasing Wi-Fi-only tablets if they considered a cellular tablet instead. When I tell them I can provide the cellular version at almost the same cost, they usually switch to the cellular option. » Basch: We walk each customer through the value of what mobility can do for them. Redundancy, flexibility and speed of service are just a couple quick points.

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What are some trends you’ve noticed within your mobility business?

How does Tech Data’s mobile offering, TDMobility, benefit your customers?

» Hurd: Mobility is slowly maturing such that actual best practices are emerging and becoming established, and mobile device management (MDM), cloud, security features, and provisioning and deployment tools continue to evolve. The dramatic growth in mobility has happened faster than broad technical competence and standardized policies could evolve, so it is taking some time for the IT community to define an IT management approach.

» Hurd: We have access to a number of products and services from all of the top wireless carriers by aligning with TDMobility, which streamlines our access to the things our customers need without us having to develop them internally or sign multiple contracts with individual product, software and service companies.

» Bethel: Employees want to be able to use their devices in the office, on the road and at home. Today’s employees are constantly working and constantly on the go. Most employees need to stay productive whether they are in the office or not. All of these trends present challenges but also create enormous opportunities. » Basch: Customers are becoming more mobilitycentric. This positions mobility as a priority when developing strategies to capture the market.

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» Bethel: TDMobility has enabled us to be a onestop shop for all of our customers’ mobility needs.

We can sell products not previously offered through distribution at deeper discounts because of the additional revenue stream we receive from [Tech Data’s] partnership with Verizon. We now get paid on activating the devices for our customers in addition to the profit on the hardware sale. This additional revenue from the activation commission allows us to offer more competitive pricing to our customers.

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» Basch: Tech Data bridges the gap so customers get expertise on many devices from a single source. It elevates existing relationships when establishing connections to services and products that will solve the customer needs.

What impact has TDMobility had on your business? » Hurd: It is safe to say that TDMobility added more than 10 percent growth to CTS year-over-year in 2013 and contributed to our winning the Tech Data CX1 award for achieving 420 percent growth in sales with Tech Data last year.

Moreover, the margins on TDMobility sales far exceed standard hardware margins. » Bethel: TDMobility enabled us to partner with Verizon and generate revenue on hardware and activation of the devices.

TDMobility also routinely communicates additional promotions and offerings that help us sell more products and earn more revenue. TDMobility also sends us customer leads, leading to many new customers over the past

few years who we would have never known about without the TDMobility and Verizon lead program. » Basch: Through our partnership with Verizon, TDMobility has established additional avenues that help increase efficiency with the Verizon regional sales teams. In the end, this translates to better customer service as well as stronger partnerships. This has also helped increase corporate branding and overall company credibility.

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Is Storytelling a Grown-Up Business Strategy?

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By Tracy Blalock, Contributing Writer

Once upon a time you were sitting in a conference hall. You anxiously checked your watch every 30 seconds and kept your smartphone front and center, hoping for any excuse to usher yourself out and put an end to the nonstop percentages and bullet points flooding the screen.

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Telling a good story is more useful than you think Fast-forward to another time in a very different conference hall. You sit on the edge of your seat. You can hear a pin drop and hang on every word as the presenter shares a riveting story complete with drama, courage and triumph. As it concludes, applause and cheers erupt throughout the room.

Where would you rather be sitting?

With practice, storytelling can transform the way you engage and motivate stakeholders, employees and customers.

When you consider annual book sales, kindle downloads and box office receipts, our fascination with stories is epic.

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» THE INSIDE SCOOP ON STORIES While PowerPoint presentations filled with bullet points activate the language processing parts of our brain, a story puts our entire brain to work, says Leo Widrich in his article, “The Science of Storytelling: Why Telling a Story is the Most Powerful Way to Activate Our Brains.”

Our brains aren’t designed to understand logic or retain facts. Rather, we’re hard-wired to relate to stories—they match the way we think, Widrich says.

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Stanford Graduate School of Business marketing professor Jennifer Aaker went on to explain that stories consistently make a stronger impact than numbers and bullets. In her podcast, “Harnessing the Power of Stories,” Aaker cites one study where researchers had students make a one-minute pitch to another student. On average, they used 2.5 statistics in their pitch and just one in ten worked in a story. After ten minutes, listeners were asked to write down everything they remembered. Only five percent cited a statistic and a whopping 63 percent remembered the story.

A recent Stanford University study even found that stories are 22 times more memorable than facts.

“Our brains aren’t designed to understand logic or retain facts. Rather, we’re hardwired to relate to stories—they match the way we think.”

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Stories help businesses connect with prospects, convey their expertise and values, and create customer memories that convert.

» FROM BEDTIME TO BOARDROOMS Jim Blasingame, one of the leading experts on small business and entrepreneurship, refers to the three Cs of business storytelling in his article, “Use the Power of Storytelling to Grow Your Small Business.” Stories are the perfect way for high-tech companies to deliver high-touch interactions, he says. Specifically, he says stories help businesses connect with prospects, convey their expertise and values, and create customer memories that convert.

WHY EMBRACE BUSINESS STORYTELLING? In her podcast, “Harnessing the Power of Stories,” Jennifer Aaker offers some examples of why storytelling is as useful for businesses as it is for bedtime stories, including: • Humanizes your brand, allowing you to establish a deeper customer connection • Shapes how others see you, influencing whether they want to buy from you • Makes people slow down and listen • Provides context and meaning for your solutions • Persuades and moves people to action 37

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Aaker references the common Save the Children campaigns to illustrate the power of stories. The charity ran two versions of an ad to raise funds—the first focused on statistics and facts about problems facing children in Africa; the second shared the story of seven-year-old girl. While both versions asked readers to donate, readers who were exposed to the story about the young girl donated twice as much.

» A NEW CHAPTER IN YOUR MARKETING CONTENT Social media has taken storytelling to a whole new level by making us comfortable having conversations with companies, says Shane Snow, chief creative officer of Contently, in his article, “This Will be the #1 Business Skill of the Next 5 Years.” He advises businesses to start thinking of themselves as publishers, adding that storytelling is quickly becoming an essential skill every company needs to master or risk being left out of these conversations.

While you might not ever be a threat to James Cameron, Aaker says storytelling is a learned skill that, once you start practicing, changes the lens through which you— and your customers—view things.

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Businesses need to think of themselves as publishers. Storytelling is quickly becoming an essential skill every company needs to master or risk being left out of these conversations.

» EVERY COMPANY HAS A STORY Author of “Likeable Social Media” Dave Kerpen says every company has a story to tell about how they started—you don’t have to be Facebook’s Mark Zuckerburg to have a cool story.

Start with the mission and personality of your brand to begin writing your story. Find a unique story about how you got into the business or how your product or service is created. Think about the people or ideas that drive your business.

These are the stories that humanize you and make your company more appealing, Kerpen says in Michael Steizner’s podcast, “Storytelling: Why Stories Attract More Customers.”

The transition from story to sales pitch is subtle—and starts with making sure you have the right audience, Kerpen says. If you do, the transition will happen naturally. Your story is the means to helping your customers connect the dots between their problems and how you can solve them.

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THE END

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By Laura Stewart, Contributing Writer

IS NEAR Preparing for the end of Windows XP and Office 2003 support

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You’ve been hearing it for a while. April 8, 2014, marks the day that support for Windows XP and Office 2003 will officially end. It also marks the day consumers and businesses who haven’t yet upgraded their systems will be exposed to a whole host of malicious coders who will know not only how unprotected they are but also how to take full advantage of it.

Just four months from the deadline, Netmarketshare. com reported that Windows XP held more than 30 percent market share, suggesting that there are still plenty of people who need to hear about both the benefits of upgrading and the risks of continuing to use an unsupported operating system.

Technical code, no matter how well written, will never be completely impenetrable to external threats. In fact, malware becomes increasingly more sophisticated every day and aficionados looking to find loopholes will find and exploit them any chance they get. Using an unsupported operating system is like heading out to sea in a leaky boat.

Consider the analogy that compares a computer operating system to a human operating system.

We know that no system

is withvout weakness, but there are ways to minimize exposure and maximize protection from potentially damaging external threats.

GET READY TO UPGRADE The clock is ticking down to April 8, so it’s long past time to start upgrading your customers’ operating systems. Tech Data’s Microsoft team has all the details and easy-to-follow steps to ensure your customers are fully supported when April rolls around. Give the team a call to start upgrading:

800-237-8931, ext. 82031, opt. 6

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We take care of our immune systems—eat right, exercise, sleep—but we also seek extra assurances from professionals who monitor our health and look for signs that our system has been compromised.

Now imagine having a doctor who could update your genetic code whenever a loophole or point of weakness was detected, thereby closing off those openings and allowing your immune system to work more effectively. While it may read like a science 42

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fiction novel when we’re thinking about human physiology, it’s undeniably analogous to what happens throughout the life of a supported operating system or software program at Microsoft—and it’s a very good thing.

Supported Microsoft operating systems and programs are covered in a variety of ways, but arguably the most important benefit is security surveillance and subsequent updates. Microsoft runs frequent security

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intelligence reports offering “an in-depth perspective on software vulnerabilities and exploits, malware, potentially unwanted software, and malicious websites,” according to the Microsoft Security Response Center website. If a threat or loophole is detected, the Microsoft Security Response Center creates an update to close it before it becomes a problem.

“Modern operating systems such as Windows 8 include advanced security technologies that are

Malware becomes more and more sophisticated every day and aficionados looking to find loopholes will find and exploit them any chance they get. Using an unsupported operating system is like heading out to sea in a leaky boat. specifically designed to make it harder, more complex, more expensive and, therefore, less appealing for cybercriminals to exploit vulnerabilities,” says Tim Rains, director of Microsoft Trustworthy Computing, in an article on Microsoft Newscenter. “The data [found in Microsoft’s ‘Security Intelligence Report’]help illustrate the positive impact that security innovations in newer operating systems are having.”

Combine all of this with the additional benefits of nonsecurity hotfixes, support options (free or paid) and online technical content updates—not to mention a superior user experience—against the costs of upgrading, and the upgrade will win every time.

True there are costs to consider, including backing up old data and the likely need for new hardware that can handle the load of a new system. Yet, with so many incentives on PCs, notebooks and tablets designed to encourage the switch, there’s plenty of opportunity to turn a potential “con” into a definite “pro” for upgrading. No matter how you stack up the comparison, the costs of not upgrading are going to be far greater every time.

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24/7/365 network uptime

Today, protecting your business network is more critical than ever. APC™ by Schneider Electric Smart-UPS™ uninterruptible power supplies eliminate costly downtime by providing reliable, networkgrade power over a wide range of utility conditions. They keep employees connected to business-critical applications whether they are in house, at a co-location facility, or in the cloud. The Smart-UPS family offers tower, rack, and convertible form factors to deliver flexibility for any environment.

And Schneider Electric installation services make deployment a breeze! Trusted by millions worldwide, Smart-UPS backup units are the intelligent choice!

Avoid costly power problems by keeping

your IT equipment and data safe and available with network-grade power conditioning.

Reduce operating and maintenance

costs with a patented green operating mode for high efficiency and intelligent battery management that prolongs life and alerts you well in advance of replacement.

Save time with easy and convenient remote

accessibility, safe operating system shutdown, and innovative energy management.

Achieve smarter productivity by tailoring a variety of settings, including switched outlet control, to your application needs via the intuitive LCD interface or software.

Gain the peace of mind that comes with full

equipment compatibility and 25 years of reliability from the industry leader.

Calculate Smart-UPS savings at

www.apc.com/smartups

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THREE STEPS

TO BETTER CUSTOMER

SUPPORT RUN YOUR OWN HELP DESK WITH LITTLE EXPENSE

BY JONATHAN CHANDLER, CONTRIBUTING WRITER

Supporting customers isn’t easy—in fact, it’s downright hard to reach every customer and ensure they’re happy with the services you provide. So how do you run a help desk that customers actually like?

Although it might sound like a big undertaking, running a help desk is a helpful tool for growing your business, says Jim Cooper, senior manager of technical services at Tech Data. Not only is it a valuable service to improve customer support but also a potential necessity, says Cooper, who oversees Tech Data’s TDEducation, TDOnCall and TeleSmart services. Leading experts like Tech Data’s TDOnCall are always available to offer the complete help desk package to maximize your customers’ support, but here are a few more suggestions to provide top-notch customer support with little expense.

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EXPLORE OTHER OPTIONS Not every solution requires a team of experts. Ideally, you want to offer a 24/7 solution, but that’s expensive, Cooper says. If a full-fledged help desk is too much to take on, consider a simple answering service designed to help customers who call in or start partnering with other help desks, like Tech Data’s TDOnCall, to ensure customers have 24/7 support—few things will involve them more closely than providing day-to-day support for their users, Cooper says.

TIMELY FOLLOW-UP

Nothing sets a customer off like not getting a response to an issue.

That’s why you should be especially careful with call-back scenarios, Cooper says. It’s an easy problem to have when customers often submit requests for support to an individual instead of the team. Try setting up a shared inbox and voicemail that multiple employees can use to field calls together—that way you ensure the customer’s problem is solved as quickly as possible.

SET CLEAR EXPECTATIONS Make sure to have a concrete understanding of your customer needs and provide a response in a clear and concise form, detailing what you will and will not be able to do—and be prepared to act on it, Cooper says.

Structure your support delivery to meet those expectations. In other words, match the skills of employees fielding calls to the complexity of the problem they will be receiving.

The help desk is a must-have for solution providers, but it’s not without risks.

Be sure you’re focused on improving the end-user experience. If you listen to your customers, they will tell you exactly how you can improve, Cooper says.

“Back in the day, few people derived revenue from services,” Cooper says.

“Now it’s a high-margin business. You have to create advocates among the people who are using [the help desk].”

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Arrr...

By Laura Stewart, Contributing Writer

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Dat

Shiver Me

ata Breaches!

Protect your customers against the dangers of the cyber seas Attention all ye land lubbers: Thar be pirates approachin’—and thar fixin’ to collect a bounty or they’ll be throwin’ yer data into Davy Jones’s locker.

No one ever expects to become a victim of piracy— especially those that don’t regularly take to the high seas—but don’t let your customers be fooled into thinking that they can ever let down their guard. As long as there is something to lose, there will be criminals trying to take it, and data files are no exception.

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W

hether on land or sea, wrongdoers are always looking for ways to strike when potential victims least expect it. Often the goal is strictly malicious in nature—to simply do harm to people or their property— as is the case with many forms of malware in the cyber-criminal world. But just as traditional criminals aren’t relegated to one type of unlawful activity, neither are cyber menaces. The goal isn’t always to simply inflict harm.

Sometimes it’s to take something that is not rightfully theirs.

Cybercrime can take many forms, and an increasingly recurring one is commonly referred to as Ransomware. Ransomware is far from new to the cybercriminal scene, but it gained some momentum this past fall when a new virus known as CryptoLocker made headlines. Where typical Ransomware will lock victims’ computers unless a ransom is paid, Crypto authors raised the stakes by going after files: photos, videos and documents.

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Once the virus has encrypted the targeted files, victims see a menacing splash screen notifying them that their “important” files have been encrypted.

And in case that’s not bad enough, here’s the walkthe-plank moment: There’s a timer counting down to your impending doom. Pay up to gain access to a private key held by the extortionists themselves, or your files will be destroyed. Game over.

Like many malware viruses, CryptoLocker spreads mostly by spam email that, according to a Symantec Q&A, “uses social media

tactics to try to entice victims into opening an attached zip file.” Inside the .zip file is typically an executable disguised to look like something you might actually want to open—shipping information, invoices or other seemingly benign documents—while it’s going after your files. By the time the virus reveals itself the damage is done.

In the sea of malware, Ransomware makes up a fairly small portion of criminal activity.

Symantec estimates that

approximately $5 million per year is currently being extorted from victims of Ransomware attacks and— while it amounts to a small portion of the whopping $110 billion spent annually on malware protection, according to Symantec—it appears to be growing in popularity.

Researchers estimate that 200,000 to 250,000 systems were infected worldwide in the first 100 days of the CryptoLocker threat, according to a recent report published

by Dell SecureWoks.

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And chances are it’s just a sign of more sophisticated malware to come.

If you’re a small-business owner, be extra wary. Criminals love to make an impact, and your ship is the perfect target—easier to sink than a large corporate freighter with a dedicated IT department running defense, and potentially more satisfying than holding a portion of a large company’s files for ransom. In fact, according to Dell SecureWorks, business professionals appeared to be the first victims targeted in the CryptoLocker scam, and CryptoLocker goes after anything that’s locally connected or network-attached, including cloud-based storage, so even backup files are at risk.

So, what can you do to guard yourself and your customers? First and foremost is the advice that you already know: Keep your systems and software up-todate. This safeguard is as essential as it is simple. Old, unsupported operating systems and software are at a much higher risk for infection.

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Perhaps equally important is remaining vigilant with regard to mitigating risk. With new variants of malware rearing their ugly heads every day, the only way to guard against them is to not lose sight of the dangers of being online, especially email.

According to Dell’s CTU researchers, email is still the top infection vector for both malware and CryptoLocker.

By connecting us, it also exposes us. Leave the doors unlocked and you might as well invite the cyber criminals in yourself.

And what if the unthinkable happens?

Faced with potentially devastating losses, Ransomware offers victims a glimmer of hope that they can undo the damage.

All they have to do is pay the ransom. But there’s an old saying that holds true here: Never trust a pirate— or any criminal for that matter.

Paying crooks is never the solution. Countless blogs and reports from companies like Symantec, Microsoft and Dell have

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stated this in no uncertain terms. Not only will paying cyber thieves support the continuation of illegal activity and allow them to gain momentum, but there is also the possibility that your files will not be restored even after the ransom is paid.

As technology becomes more sophisticated, so does criminal activity.

Backing up files is a good idea, but it’s not enough. Dell recommends a constant re-evaluation of permissions on shared network drives and aggressive security measures, and countless cyber-security firms like McAfee offer security patches that detect potential threats and stop them from running.

Thieving is a game, and just like any other criminal, Ransomware thugs are hoping to invoke fear as their virus spreads and use one of the most powerful motivators of all against you: hope.

That’s the bad news. The good news is you can guard yourself and your company by devising a proactive malware strategy. Resources like Tech Data’s security team are always prepared to make sure you’re armed with the latest knowledge and tools necessary to protect yourself, your company and your customers. Whatever new direction malware takes, make sure you and your customers are ready.

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Compute IT PERSONAL SYSTEMS

Capture & Print IT IMAGING & PRINTING

Connect IT CONSUMER PROFESSIONAL ELECTRONICS

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Visualize IT VISUAL SOLUTIONS

Power IT POWER & ENERGY MANAGEMENT

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SMB Spotlight

Take the Lead How to streamline sales and score more deals

By Tracy Blalock, Contributing Writer 56

It’s a typical Monday, and you need more leads—or at least you think you do. You’re again fighting the constant conundrum: You’ve found some solid leads, yet you’ve still got a low close ratio. You need more quality leads fast, if only to turn dreadful Mondays into something a little more positive.

The harsh reality is 55 percent of companies don’t ever respond to new sales leads, Tammy Weintrab reports for insidesales.com in her article, “5 Lead Management Tips

for Small Business.” In fact, 80 percent of leads passed to sales are lost or wasted—and around 70 percent of potential buyers go on to buy from competitors, lead generation expert Brian Carroll estimates in his e-book, “Start with a Lead.”

Designing an effective lead management system is a dynamic process that evolves over time, but there are a few things you can easily implement to create a rocksolid lead foundation.

» Quality Over Quantity A Center for Exhibition Industry Research study found that an average face-to-face B2B sales call across all industries costs around $596. Think about how many sales calls your company makes a day and the average calls it takes to close a deal. You can’t afford to waste time on tire-kickers—the key is to find hot leads. To do that, you need a few things first.

• Understand your ideal customer.

Develop a customer profile that includes details like annual revenue, business drivers and where customers go for information, Susie Brown, business author and blogger, recommends in her leadspace.com article, “Small Business Advice: Lead Management and Your B2B’s Success.” Identify common characteristics of your most profitable customers.

• Clearly define what constitutes a sales-ready lead. Leverage your customer profile, formulate strategic questions that relate to your target requirements and facilitate qualification.

• Create a flowchart of your customers’ buy cycles. Outline the process to identify critical touch points.

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» All Leads Aren’t Created Equal An effective lead scoring system keeps sales focused on hot leads first. According to salesforce.com article “5 Tips for Lead Management Success,” a grading system is a useful way to prioritize leads. Based on this system, leads are scored as hot, warm or cold.

The article recommends evaluating customer touch points and determining which actions signal intent versus interest. For example,

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prospects who attend webinars, click on email links and read blog posts are showing interest—earning a lower score. Contrast that with prospects who view pricing pages, specific solution pages or request product demonstrations.

These actions show intent to buy and indicate hot leads. By evaluating prospects’ activity, you have considerable insight into which leads have the most potential and where you should start.

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Three Reasons

You Need a Lead Management System* • Up to 50 percent buy from the business that responds the fastest. Considering that after the first hour, you’re 10 times less likely to reach a new lead, every second you wait works against you.

• Nearly 75 percent of new leads never hear back. Scribbling

Think about how many sales calls your company makes a day and the average calls it takes to close a deal. You can’t afford to waste time on tire-kickers.

contact information on Post-it notes doesn’t qualify as a system.

You need a consistent, repeatable process that ensures follow-up.

• Half of new leads aren’t ready to buy. Don’t scrap the lead. Design a lead nurturing system so you’re positioned front and center when it’s decision time. * “5 Lead Management Tips for Small Business,” Tammy Weintrab, InsideSales.com

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80 percent of leads passed to sales are lost or wasted—and around 70 percent of these go on to buy from competitors, says lead generation expert Brian Carroll.

» From Leads to Relationships But determining the quality of your leads and rating them on buying potential is only half the battle—as any good sales force knows, building a customer relationship is critical step. That’s where collaboration comes in.

Weintraub suggests using a shared spreadsheet on Google Drive or similar program to gather and share as much information about leads as possible. By using a system everyone on your team can access, you ensure each employee knows and understands

the potential customer as best as possible. You can analyze won and lost deals, engagement strategies used and how many interactions it took to close a deal to help you gain more successful leads in the future.

It’s easy to get overwhelmed when you’re trying to do everything at once.

Follow these tips to turn anxiety into efficiency—and Monday morning meetings into an opportunity to reward your team with the highest close ratios.

That should brighten up your Monday.

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Off the Clock

BY CHRISTINE HALE, CONTRIBUTING WRITER

Before he became an IT channel guru, Venture Technologies CEO Gerard Gibert was making his family laugh by imitating other people’s voices. But he didn’t stop there.

Gibert quickly made a habit of working the broadcasting business when he wasn’t climbing his way up the IT channel.

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“Every time America had an AM radio jock that was high energy and had a delivery you could recognize, I would make fun of [him or her] as a child and would walk around doing it like I was a radio DJ,” Gibert says.

With Venture’s focus on private and public sector customers, it’s no surprise he enjoys helping out local school sports with public address announcements.

His love of voices and sound became a life-long passion that started at a local radio station while in high school.

“I got on with the local radio station, and another guy and I did reviews of albums that were popular with kids our age,” Gibert says. “Of course, it always aired at like midnight on a Saturday night. I just liked being behind the microphone.”

Before long Gibert found himself behind the microphone a local high school games. When he wasn’t selling IT solutions and starting Venture Technologies, he could be found announcing the games for any local high

school—baseball was his sport of choice, he says.

While Gibert stopped announcing a few years ago to travel to his son’s baseball games with Texas Tech, he still loves announcing at games and says he could easily slip back into his favorite pastime if he was interested.

“Most of the time the folks that do that at the high school level aren’t professional announcers,” Gibert says. “But I would put my skills against most of the professionals.”

Occasionally his professional and off-the-clock jobs even intersect. When the local high school in Ridgeland, Miss. (where Venture Technologies is headquartered) renovated its football stadium, it was natural for Gibert to help design their sound system and connect them with vendors that could build what they needed.

»

Venture Technologies is an IT solutions provider and managed services provider founded in 1986 that delivers a variety of IT infrastructure solutions to thousands of private and public sector customers.

The company has since expanded across five states, but Gibert says fitting extra time in for things he loves is never a challenge.

Venture Technologies CEO Gerard Gibert offers his skills behind the microphone at local high school sports games when he is not busy keeping an eye on the latest trends in the IT channel.

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