Business Strategies

  • ChannelTrends: Why Are 21st Century MSPs Being Paid Like it’s the 1990s?

    by Brian Sherman  | May 23, 2017
    Though many IT services firms have adopted the managed or cloud services recurring revenue model, a fair number of those companies are still using dates payment systems and processes. The tools and best practices are available for those looking to enter the age of improved cash flow.
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  • ChannelTrends: The Shift from Tech to Training for IT Security

    by Brian Sherman  | May 16, 2017
    The big problem for IT security providers is that their tools no longer differentiate their businesses. The real value is ensuring that end users have the knowledge, skills and training to protect their organizations.
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  • ChannelTrends: The Art of Attracting and Retaining Next Generation Talent

    by Brian Sherman  | May 03, 2017
    Today’s tech entrepreneurs need to change their habits. The best and brightest job candidates often focus as much on the work environment and flex-time as they do salary and benefits. With IT talent in high demand, channel firms must be aware of the interests and needs of millennials and a cross-generational workforce if they hope to compete.
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  • ChannelTrends: The Good, Bad and Ugly of Retail IT Specializations

    by Brian Sherman  | April 27, 2017
    Every vertical offers opportunities and challenges for IT services firms, and the retail market is a great example.What are the best prospects and the biggest obstacles?
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  • ChannelTrends: BDR is The Building Block of Today’s MSP Business Model

    by Brian Sherman  | April 20, 2017
    The MSP evolution is still underway. And business continuity (back-up and disaster recovery) is one of the most crucial building blocks for an IT services business today. Those who look beyond the tools and gain a real understanding of the impact these programs can have on their clients are better positioned to grow their own opportunities...and profitability.
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  • Exploring the “New Competition” at the Annual Member Meeting

    by Brian Sherman  | March 22, 2017
    Who are the new competitors to traditional IT channel companies? They may come from adjacent industries or alternate channels using cloud and vertical relationships to expand their presence. The Power Talk panel session, 'Who are Your New Competitors?' addressed the challenges and opportunities these organizations present to the IT services community. .
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  • IT Services Community Connects the Dots: How Tech is Driving Business Evolution

    by Brian Sherman  | March 22, 2017
    The role of IT in business transformation was a major topic in the ITSS (IT Services and Support) Community session at the CompTIA Annual Member Meeting in Chicago this week. A panel of channel professionals with intimate knowledge of the subject shared their insight and recommendations to a packed house. What did they have to say?
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  • ChannelTrends: Meet the New IT Decision Makers

    by Brian Sherman  | March 16, 2017
    Of all the changes that have taken place in the channel over the past ten years, one the most significant transitions did not directly involve technology or business models. The new IT decision makers are now everywhere in an organization. How does that affect VARs and MSPs? Quite a bit, as most are finding out.
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  • A Bright Future for the Channel, From Digital Marketing to Blockchain

    by Brian Sherman  | March 11, 2017
    How can you measure the potential success (or failure) of something you know absolutely nothing about? That is one of many reasons why so many IT service providers, vendors and other industry professionals attend CompTIA Canadian IT Business Community meetings. In their latest quarterly meeting near Toronto, the group dove into a variety of informative educational content that pushed the norms, challenging attendees to assess their own business models and capabilities, and look into the future to identify potential gaps in customer solutions and support.
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  • The New World of Vendor-Customer Management

    by Carolyn April  | February 28, 2017
    When it comes to cloud solutions, many SMB clients provision on their own, which is one of the benefits suppliers often extol. Of course, when things go wrong,they have no idea whom to call to fix it, nor the time or patience for finding out. But channel firms are perfectly positioned to take on this role.
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