Channeltrends

  • ChannelTrends: The Top Five Industry Stories of 2016

    by Brian Sherman  | December 22, 2016
    Which stories were of most importance to the channel in 2016? With so many to choose from, we narrowed it down to the five that should have a major impact on the IT industry for years to come.
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  • ChannelTrends: How is the Consumerization of IT Impacting Your Business?

    by Brian Sherman  | December 15, 2016
    Are consumer tech products and applications a concern, opportunity or both for the channel? Providers may not have to integrate or support every device someone brings into the workplace or every solution uploaded on a laptop , but they should have a say in how they are used or deployed. The consumerization of IT definitely presents new challenges to solution providers, but those who understand its value to their clients will reap the rewards from delivering additional network, security and support services.
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  • ChannelTrends: Is Cloud a Vertical Play?

    by Brian Sherman  | December 07, 2016
    Attendance at a conference won’t build you a new vertical. But it will help providers understand how crucial the cloud is in that process. Or should I say it makes the move to verticalization much easier for many IT services firms, lowering the cost of entry and increasing their solution options. That also reduces the associated risks and gives them a platform to use with similar customers.
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  • ChannelTrends: The Art of Reinvention

    by Brian Sherman  | December 02, 2016
    Change is a necessary component of every business, especially for those in the IT industry. Innovation and complexity require continual transformation today. Those who don’t keep pace may quickly find themselves behind the competition. They may also end up losing that “trusted advisor” and “chief innovation officer” status their customers have anointed them with. So how can IT services providers boost their capabilities and reinvent their businesses for the future?
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  • ChannelTrends: It’s Not Easy to Build (and Keep) a Great Business Reputation

    by Brian Sherman  | November 22, 2016
    How important is your company's reputation? A brand with broad customer support is a real differentiator when competing for new business, while a less than stellar record of achievement puts them at a significant disadvantage. Do you understand what it takes to control the narrative when something threatens your message or brand?
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  • ChannelTrends: Stronger Partner Relationships, Bigger Business Prospects

    by Brian Sherman  | November 18, 2016
    Partnerships are a crucial element of the IT channel and they come in all shapes and forms. But how can solution providers possibly be expected to work effectively with the dozens of vendors in their supply chain? The truth is, they shouldn’t.
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  • ChannelTrends: Let’s Get Physical

    by Brian Sherman  | November 11, 2016
    What many providers fail to remember is that their customers’ protection concerns often go beyond the network. Ensuring a safe and secure workplace is just as important of a responsibility, and not something they would just hand off to anyone. They look to those they not only trust, but who have the necessary skills to support their physical security systems and strategies. The question many in the channel continue to ask is if these technologies present a viable opportunity for their business. In many cases, the answer is a resounding "YES."
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  • ChannelTrends: Cloud is the New Electricity

    by Brian Sherman  | November 02, 2016
    Businesses are becoming highly dependent on the cloud today. So much so that many of the activities they’re involved with come to a grinding halt when it’s not available. For IT services providers that's both a blessing and a curse, depending on their capabilities and bandwidth. What are the real opportunities and concerns?
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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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  • 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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