Business Strategies

  • Mid-Market or Bust: Upstream Growth May Be the Next Big Thing

    by Brian Sherman  | February 20, 2018
    Change is coming fast, and the incoming generation of tech-savvy workers is only going to accelerate the transformation. It’s time for providers and others who haven’t already made the leap forward to get busy.
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  • ChannelTrends: Build Out or Partner in Cybersecurity? The Debate Continues

    by Brian Sherman  | December 13, 2017
    While tech companies can theoretically offer every available cybersecurity tool and provide a comprehensive portfolio of assessments and consulting services, that usually doesn’t make sense. In fact, most channel firms have financial and resource utilization limitations that make partnering an attractive and often necessary option.
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  • ChannelTrends: Eating Your Own Dog Food in a SaaS-Oriented World

    by Brian Sherman  | November 30, 2017
    People buy and develop long-term working relationships with those they feel comfortable being around and know will do the right thing. That’s no secret, but in an era where almost anything can be procured, paid for, and delivered without a single human interaction, we tend to overlook the value of trust in business relationships. In the tech community, that confidence begins and ends with the solutions.
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  • ChannelTrends: The Shift to Technology Lifecycle Management

    by Brian Sherman  | November 15, 2017
    With clients’ employees getting more control and technology coming from virtually every direction in today’s business environment, someone needs to help manage it all. The IT team may assume that role in larger organizations, but channel firms can serve as that guiding force in the SMB quite effectively
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  • ChannelTrends: Using Culture and Vision to Tackle Tech Hiring Challenges

    by Brian Sherman  | November 09, 2017
    What does it take to find and hire quality professionals in today's work environment? A lot more that many IT firms realize, including a change in company culture.
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  • ChannelTrends: Plugging the Cybersecurity Talent Gap

    by Brian Sherman  | October 11, 2017
    The supply and demand issue is driving up costs for quality cybersecurity talent. But how much should it cost a company to employ a skilled protection expert? The answer is usually a lot, but the actual amount varies substantially by market and the proficiencies required to do the job. 
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  • ChannelTrends: Would Your MSP Business Survive a Disaster?

    by Brian Sherman  | September 13, 2017
    The problem few seem to address is the preparedness level of technology firms. From cloud and hardware suppliers to the MSPs that manage hundreds of business systems in a region, will they really be able to help others when a disaster occurs if their own operations are dead in the water (literally and figuratively)? As Irma and Harvey illustrated, the risks can be high.
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  • ChannelTrends: How Much Is a Quality Integration Worth to Your IT Business?

    by Brian Sherman  | September 07, 2017
    Few MSPs leverage the full computing power of their own business tools, including the powerful integrations their vendors develop to simplify their operations and their lives. Is time a factor, or is it the failure to understand what value these systems provide IT business owners and their customers?
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  • ChannelTrends: Making the Leap from IT Business Owner to CEO

    by Brian Sherman  | August 23, 2017
    Few great leaders are born with those skills. But with hard work and a positive strategy in place, IT business owners can acquire the aptitude and attitude needed to ensure the success of their organizations.
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  • The Specialized Partner: CompTIA Councils Analyze the Opportunities at ChannelCon

    by Brian Sherman  | August 15, 2017
    Business technology is no longer just about the components and networks. With the focus shifting to problem-solving, efficiency, and differentiation, it's creating opportunities for channel companies to partner with CPAs, attorneys and other specialists. That's why CompTIA Council members made it a major topic of their joint meeting conversation at ChannelCon.
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