When 'IT' Hits The Fan

One of the biggest obstacles to shortening the sales cycle is overcoming objections from CEOs who view information technology (IT) as a reactive expense rather than a proactive investment. With that in mind, Wes Herschberger, CEO of MapleTronics, a solution provider in Goshen, Ind., has written a book called "When IT Hits The Fan: Maximizing Your ROI in Technology While Minimizing Your Risks of Data Disaster."

STEVEN BURKE Can be reached at (781) 839-1221 or via e-mail at sburke@cmp.com.

The book, which is a fictionalized account of an automotive air-filter manufacturer that experiences an IT meltdown, addresses how some businesses think that an IT disaster they may have heard or read about could never happen to them. Herschberger wrote the book as a response to CEOs who were telling him they were seeking just such a tale to help them get a handle on issues they should be looking at to see improved ROI from their IT investments.

Herschberger, who has been in this business for 12 years and has built a $4 million-plus solution business, said the chances for an IT disaster have grown considerably in the past several years. Yet at the same time, businesses are getting in the habit of making fewer proactive evasive investments to avoid them. One reason for the procrastination is the constant pressure to do more with less.

Ultimately, "When IT Hits The Fan" pushes for a more strategic view of IT that favors an outsourced agreement with a managed service provider such as MapleTronics. What's exciting is that the book is helping businesses that were on the fence about managed services decide to take the plunge.

Herschberger is quick to note that although the account in the book is fictionalized, it is based on real-world incidents he has experienced in which IT networks were crippled by a reactive rather than proactive view.

For VARs out there interested in possibly using the book as a selling tool, it can be purchased from Amazon.com. Quantity copies also are available by calling MapleTronics at (800) 358-7447. In addition, a preview of the book is available at www.ithits.com. Herschberger has found success using the book as a selling tool. Maybe you will too. Don't let IT hit the fan for your clients. They deserve better than that. So do you.

Do you see your customers' IT hitting the fan? Let me know at (781) 839-1221 or via e-mail at sburke@cmp.com.