COVER STORY Follow the money. System builders are turning to white books, servers, and above all, services in the search for bigger margins. FEATURES 26 Authorized Personnel Only by Lauren Gibbons Paul Security threats and new regulations are fueling the need for identity and access management among SMBs. Here's what you need to know. 28 Product Focus: Must-Have Mobility by Rachel Cericola We've got the skinny on the latest hardware and software to keep your road warrior clients connected, productive, and secure. 32 Going for the Gold by Alison Diana Can't get financing? Lenders say there's plenty of money out there - if you know where to get it and how to close the deal. 36 Search Engines Rev Up Sales by Martin Middlewood Get your name out there and help jump-start sales with a well-executed pay-per-click ad campaign. Here's how. DEPARTMENTS 6 From the Editor by Cecilia Galvin 8 Quick Hits Two-way home media control systems; the custom electronics business at-a-glance; NASBA notes; blogs worth bookmarking; and more. 12 Analyst Q&A Yankee Group's Steve Hilton discusses what SMBs will be looking for five years down the road, and how you can prepare to offer it. by William Kozel 14 MYOB: Reaching Hire Ground To weed out applicants who would undermine productivity, a sound recruiting strategy is a must. Here's how to develop yours. by Samuel Greengard 18 Takeaways An executive summary highlights this month's top stories. 38 Peer to Peer: Smart Growth Taking your business to the next level means staffing up. Veteran channel pro Alexander Ziogas shares his hard-learned lessons. by Alexander Ziogas 40 ChannelBeat Noteworthy news from the channel partner program world. by David Geer and Rich Freeman 42 HomePro: Making the Leap into Home Services When it comes to home electronics, most consumers are busy, confused, and looking for help - which opens up a huge new market for integrators. by Hailey Lynne McKeefry 44 Reader Survey Your answers to our questions will help make ChannelPro the magazine you can't wait to read - and put you in the drawing for a free navigation system. 46 POV: Synnex's Stephen Ichinaga An open exchange of ideas is a win-win proposition for distributors and system builders, and brings value to SMB customers. 48 One Last Thing: Berry Unusual Take your BlackBerry to the next level with these business (and not-so-business) add-ons. by John Danielowich.
The purpose of this report is to empower MSPs and IT solution providers to hone defense and recovery strategies in order to keep SMBs safe in the year ahead.