As a 10-year veteran of the managed service provider (MSP) market, Lane Smith, founder of San Diego-based Do IT Smarter, has been selling managed services since before the channel even really knew what they were all about. Back in 2005, Do IT Smarter switched from a typical MSP to become a Master MSP, providing the infrastructure necessary to support other smaller VARs to white label the services and sell to their own brand of services to customers. As a part of his program, Smith provides comprehensive sales training to all of his channel partners in building up and selling their MSP to customers. He'll be conducting a two-day boot camp in October for new prospects, but you don't have to wait to glean a little advice from Smith. Channel Insider interviewed him for a few of his best secrets to success.
In the channel, HP, Inc. is a storied vendor that has relationships...