• Ten Years of the iPhone: Reflections on Mobility, Engagement and the Channel

    by Brian Sherman  | June 28, 2017
    On June 29th, 2007, the world changed with the introduction of the iPhone. What Apple managed to do a decade ago was change the perception and conversation around mobile computing. They created a massive following by focusing more heavily on the user experience than other manufacturers had to that point; making talk, music and the Web a more intuitive experience.
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  • ChannelTrends: Building a Personality for Your IT Services Business

    by Brian Sherman  | June 27, 2017
    What many businesses — not just technology companies — tend to forget is that customer engagement must be firmly instilled as a corporate mindset, not just something to do when things slow down. It becomes, in effect, the organization’s personality; one of encouragement and collaboration to ensure an optimal outcome for the client. Many IT services providers need to adopt that philosophy, and here are a few ways to make it happen.
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  • ChannelTrends: Diversity Is the Future of IT

    by Brian Sherman  | June 14, 2017
    The IT industry must do a better job of attracting and properly preparing the next generation workforce for success, and outreach to underutilized communities is a great starting point. CompTIA's new Advancing Diversity in Technology Community is exploring options to help make that happen, developing programs to empower and expand the pool of talent available to IT companies.
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  • ChannelTrends: Predicting the Future as a Service

    by Brian Sherman  | June 02, 2017
    Now is the time for channel firms to explore new opportunities and develop closer relationships with their clients. To get a better understanding of those customers’ needs and aspirations, and gain more “wallet share” as they build useful, viable new practices. With a little time and training, IT services firms can be the "tech visionary" their clients need while boosting their own future prospects. .
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  • 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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  • 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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  • 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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