• Channel Firms at AMM Encouraged to ‘Be the Disruption’

    by Steven Ostrowski  | April 03, 2014
    IT channel companies in search of the next big disruptive force need look no further than their mirror, a longtime industry observer opined Wednesday at the 2014 CompTIA Annual Member Meeting. “You are the disruptor,” Chris Gonsalves, vice president, editorial, for The 2112 Group,  told an audience of IT channel partners, vendors and distributors. “If you’re not making someone uncomfortable, you’re just trudging along in the status quo,” he continued. &ld ...
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  • ChannelTrends: Examining the Impact of IT Industry Business Credentials

    by Brian Sherman  | March 28, 2013
    People typically buy from those they trust and most industries recognize the companies that do more to earn that type of confidence from their customers. Perhaps that’s why business credentials have become more prominent in the IT community, with solution providers and vendors looking for new ways to validate the processes they put in place to offer top-quality services and products. After all, few accolades speak as loudly to current and prospective customers and other business partners as an e ...
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  • ChannelTrends: Yahoo Ban Comes as Telecommuting Gains Momentum

    by Brian Sherman  | March 04, 2013
    The trending workplace story last week originated with an internal memo sent to Yahoo employees by Marissa Mayer. In her message, the CEO basically eliminated her company’s remote workforce policy and questioned the value of letting employees work from home. The outcry from those inside and outside the high-tech community has been quite animated, with many suggesting that increased face-to-face interaction will not be the magic bullet that solves Yahoo’s problems. The telecommuting ...
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  • ChannelTrends: Telecom Advisory Council Bridges the Gap between Telecom and IT Services

    by Brian Sherman  | February 20, 2013
    To business owners, the companies that help design, implement and support their technology needs may not seem that different. Most of those organizations employ a variety of talented engineers, sales people and other operational team members who ensure their systems are properly assembled and running effectively at all times. To the user, it doesn’t matter if those individuals are supporting their company’s servers, workstations, printers or communication infrastructure; as long as e ...
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  • ChannelTrends: Unified Communications Moves Past Fear Of The Unknown

    by Brian Sherman  | February 13, 2013
    How many times have you seen toddlers shake their head “no” or simply lock their jaws closed in bitter defiance when offered a new type of food? Of course, it’s a common occurrence in child-rearing, likely attributable to a fear of the unknown or lack of valuable life experience that most of us eventually overcome. Other than those early adopters who give the bell curve its shape, reluctance to try something new is an innate trait that most of us possess. The same principle c ...
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  • ChannelTrends: What True Opportunities Does the Cloud Hold for Solution Providers?

    by Brian Sherman  | February 06, 2013
    Demand for cloud computing-based solutions continues to climb, with Gartner Research predicting that trend to continue for the next several years, taking an even larger share of the total IT market. Gartner expects annual revenue for the Web delivery model to top $207 billion by 2016, as detailed in CompTIA’s Third Annual Trends in Cloud Computing study, which equates to almost 10 percent of overall IT spending. While cloud experts continue to focus on the benefits from mainstreaming Web-based a ...
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  • ChannelTrends: The Untethered Executive: How to Maximize Profits with Mobility

    by Brian Sherman  | January 29, 2013
    It was only a decade ago that many of my friends who owned businesses carried two cell phones and rarely travelled without a laptop weighing at least seven pounds. The inconvenience of using multiple devices, especially those without web-connectivity, was assumed to be balanced by the separation of their business and personal communications. Professional acquaintances were typically given the company phone number and email contact information, while their friends and family were granted access t ...
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  • ChannelTrends: Selling Security is Critical to the Health of Solution Providers – and Their Customers

    by Brian Sherman  | January 23, 2013
    The human body is quite miraculous. Consider how an assortment of bones, tissues and organs can come together in a machine capable of performing such intricate operations. On top of that, the body employs its own defense systems to protect itself from pathogens and other dangers, from multiple layers of skin to a variety of protective antibodies. While not quite as miraculous as the human anatomy, a business computer system is similarly complex and also employs several layers of defense to pro ...
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  • ChannelTrends: Is Big Data a Real Opportunity for the Typical Provider?

    by Brian Sherman  | January 16, 2013
    Every few months, a new technology offering or industry opportunity comes along, seemingly from out of nowhere, and myriad pundits and researchers espouse its merits to the entire channel. From the latest vertical market practice to a new solution delivery method, each undergoes months of close examination and experimentation before it gains traction with the greater provider audience. That process has been instrumental in vetting and promoting the opportunities in cloud and managed services, bu ...
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  • ChannelTrends: Dial P For Profit: Why Telecommunications is Still a Growing Market

    by Brian Sherman  | January 10, 2013
    When Alexander Graham Bell got together with two other investors to form AT&T in 1875, it signaled the beginning of a communications revolution. His invention, the telephone, was a major improvement over previous forms of communication such as the letter and telegraph, allowing voice communication between individuals in their own homes and businesses. No longer did they have to wait for others to deliver messages and place orders, so the risk of misplaced or lost information was significantl ...
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