• 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: Use the AWS Outage lesson to Overcome a Big Cloud Objection

    by Brian Sherman  | March 09, 2017
    Need a cloud “teaching moment” for your customers and prospects? Last week's Amazon Web Services outage is a great topic for those with concerns over resiliency and uptime.
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  • ChannelTrends: Five Tips for Finding and Keeping New Talent

    by Brian Sherman  | February 23, 2017
    The IT talent shortage is hitting some providers hard. That’s why a proactive HR strategy is essential, and should start way before the next hire is needed. What can IT services companies do to improve their odds of attracting the right talent at the right price?
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  • ChannelTrends: Time to Put on Your Cloud Management Hat

    by Brian Sherman  | February 16, 2017
    IT services providers often work with cloud suppliers to customize their clients' implementations, sort through programs and resolve issues. That support role is invaluable to small and mid-sized businesses as channel firms are perfectly positioned to act as the liaisons between their customers, end users and their vendors. So why not leverage that expertise to strengthen customer relationships?
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  • ChannelTrends: Getting More ROI Out of Industry Events

    by Brian Sherman  | February 08, 2017
    Attendance at conferences and other events, like any work activity outside the office, should be considered an investment. Time is money and, whether you’re the company owner or an employee, going to an industry event or professional training session should result in some type of benefit to your business. While it’s not easy (or even possible, in some cases) to accurately calculate an ROI, a simple check list of objectives for each trip can help travelers qualify the level of their success.
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  • ChannelTrends: Innovative Ways to Fund Your IT Services Expansion Plans

    by Brian Sherman  | February 03, 2017
    There are several alternate options available to those looking for ways to fund large projects and IT services expansion plans. From alternate “money” channels that didn’t exist a decade ago, to ideas that boost cash flow, there are new ways for channel firms to better leverage traditional bank lending systems (or eliminate the need for them all together).
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  • ChannelTrends: Build an IT Security Expertise, Not Just a Portfolio

    by Brian Sherman  | January 25, 2017
    The best way for today’s IT service providers to differentiate themselves and provide greater value to their clients is to become true experts in the areas that matter most, and IT security is the perfect example. Most small businesses have little, if any clue how to properly protect their data and knowledge in this area is invaluable. Channel firms that can identify and mitigate companies’ unique risks will find themselves in a much better position in the future than those who simply offer tools (which businesses can buy virtually anywhere).
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  • ChannelTrends: The Three Biggest Threats to the IT Channel Business Model

    by Brian Sherman  | January 19, 2017
    Experts have been predicting the demise of the IT channel for more than a decade, and dozens of others have added to that narrative over the years. The problem with that premise is that the reseller/support segment of the industry has continued to strengthen and morph itself to overcome every challenge that comes its way so far. But there are some significant concerns that could threaten the channel business model as we know it.
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  • ChannelTrends: The Right Time to Sell Your IT Business

    by Brian Sherman  | January 12, 2017
    When combined with the growing population of “financial entrepreneurs” in the IT industry, the number of prospective business sales will continue to escalate over the next few years. But how long will the demand keep up with the supply? As they say, timing is everything.
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  • ChannelTrends: A Look at the Past, Present, and Future of the Channel

    by Brian Sherman | Dec 28, 2017
    The channel’s future won’t solely depend on IoT, cybersecurity and advanced technologies like artificial intelligence and machine learning. Core technology competencies such as remote monitoring and remediation, backup and disaster recovery, cloud management, and desktop/ mobility device support will be needed more than ever.
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