Business Strategies

  • The Channel and Cloud Computing: Take Two

    by Carolyn April  | November 02, 2016
    Is it time for a cloud reality check in the channel? Have you considered if this technology model is having a positive or negative impact on your business? According to the CompTIA 6th Annual State of the Channel study, there are no black or white answers. In fact, the latest research actually exposes more confusion than conclusion.
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  • ChannelTrends: Scary Considerations for Building a Security Practice

    by Brian Sherman  | October 26, 2016
    With Halloween almost here, what could be scarier than building a cybersecurity practice? Those who go down that road should certainly approach it with eyes wide open. Risk will undoubtedly increase. That’s what happens when you take on such a crucial responsibility for clients; they expect nothing bad will happen to their data or their networks. Those expectations should drive higher margins ̶ but they have to be able to deliver to reap the rewards.
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  • ChannelTrends: Expand Peripheral Solutions, Increase Wallet Share and Profits

    by Brian Sherman  | October 20, 2016
    Savvy solution providers use their peripheral vision. In this case, the term doesn't refer to monitors, but to all the technologies outside the core infrastructure (servers, computing devices and network components). These solutions may be beneficial to a customer’s operations or allow them to meet other business objectives, and the list of potential peripheral offerings can be quite extensive. They also add revenue to your bottom line without having to on-board new clients.
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  • Is There a Place for Solution Providers in the Parallel Channel?

    by Brian Sherman  | October 17, 2016
    Solution providers tend to dabble in the SaaS space, but few have active engagements with one or more vendors on “the other side” of the tech fence. To be fair, few of the developers in this parallel channel seem to understand (or acknowledge) the value solution providers bring to the tech delivery equation. Some feel this lack of cooperation and collaboration is detrimental to both groups. But what can we do to change it?
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  • ChannelTrends: The Solution Provider’s Evolving Role in Cloud Services

    by Brian Sherman  | October 05, 2016
    In the early days of cloud computing, most channel partners were merely spectators sitting on the sidelines offering advice and whatever assistance they could to their more adventurous customers. But, over the past decade, providers have taken on a much different role and are now not only the face of cloud for their customers, but strategists, designers and process consultants for virtual environments. The latest CompTIA research points out some of the driving forces behind those changes.
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  • ChannelTrends: 6 Best Practices When Building an Advanced Security Practice

    by Brian Sherman  | September 14, 2016
    Despite the growing number of channel firms offering basic data and network protection today, it’s simply not enough just to counter the basic threats today. Security has to move from a line item in the portfolio to a more highly advanced, proactive management service. It’s a true consulting focus that can be best summarized with six industry best practices.
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  • ChannelTrends: Should Distribution Business Challenges Concern IT Pros?

    by Brian Sherman  | August 31, 2016
    With some less than stellar earnings reports by IT distributors this month, it has some questioning the long-term viability of these key channel partners. Do these financial reports indicate worse times may be ahead, or are they an indication of the efforts underway to transform services and business models to meet the needs of partners and their customers? My money's on the latter...
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  • Ready to Cash Out or Expand Your IT Business? M&A Experts Weigh In

    by Brian Sherman  | August 11, 2016
    Looking to add a new specialization to your business or expand your customer reach? Or, on the flip side, are you hoping to cash out and retire in a few years? Either way, there are a number of things you need to know before pursuing M&A discussions. The ChannelCon 2016 discussion on mergers and acquisitions strategies covered a lot of those topic. Moderated by Joe Panettieri, Content Czar of ChannelE2E, this panel discussion featured five IT industry executives with a lot of great M&A stories and ideas to share.
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  • Use a Little Magic to Increase IT Services Sales and Communications

    by Brian Sherman  | August 10, 2016
    id you know you could use magic to influence prospects and clients, and help boost your IT services revenue? Professional magician and mentalist Tim David not only entertained the crowd during the Vendor Summit luncheon at ChannelCon, he shared a number of best practices to help improve their sales and communications proficiencies.
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  • Breaking Boundaries: Channel Chiefs Share Observations and Advice at ChannelCon

    by Brian Sherman  | August 09, 2016
    A lot has changed over the past 10 years in the channel and researchers predict that cycle of transformation will continue to speed up exponentially over the next decade. And while that sounds great to those with IT service business investments, revolution often brings its own challenges. Overcoming those obstacles and taking advantages of the latest opportunities were a major focus of the conversations at ChannelCon 2016 ̶ and the channel chief power panel discussion highlighted a number of them.
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  • ChannelTrends: Build Out or Partner in Cybersecurity? The Debate Continues

    by Brian Sherman | Dec 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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