• ChannelTrends: Countering the Effects of Commoditization

    by Brian Sherman  | February 24, 2015
    There’s no room for complacency when it comes to commoditization, but most channel companies aren’t built to win a pricing war. The best alternative is to know your company’s priorities, add services and expertise where you can, and stay focused on your goals. Fair-weather plans will leave you scrambling for an identity, and you don’t want to end up like Radio Shack.
    Full Story
  • ChannelTrends: Will Wearable Technologies Make Viable and Profitable Solutions?

    by Brian Sherman  | February 18, 2015
    Wearable technologies — while interesting and sometimes intriguing — might not seem like the right fit for your business, but because of competition and the continued commoditization of this type of technology, there’s no better time to explore viable and profitable solutions in this space.
    Full Story
  • ChannelTrends: Don’t Consider Business Transformation an End Point

    by Brian Sherman  | February 04, 2015
    Business transformation is essential to success, so if your next business transformation isn’t already underway, it’s time to get started. Bring the team together, do some market and industry research and get the plan together ASAP. Your company’s future depends on it. Read more.
    Full Story
  • ChannelTrends: What ‘Free’ Software is Costing Your Clients — and You

    by Brian Sherman  | January 28, 2015
    Managed services and proactive selling have helped solution providers address pricing issues in the past, but the commoditization of cloud solutions and hardware is fueling new pricing talks. While most channel professionals know that competing head-to-head with big companies offering “freemium” options is a losing proposition, there are ways to help your clients understand the long-term implications of these services — and whether they carry real value or not.
    Full Story
  • ChannelTrends: 5 Reasons Solutions Providers Should Care More About CES

    by Brian Sherman  | January 12, 2015
    Why should you care about CES, with its focus on consumer electronics destined for brick-and-mortar retail and online sales? Because ignoring consumer electronics today means you’re ignoring the wants and needs of your business customers as well.
    Full Story
  • Channel Trends: Are We Becoming a Surveillance Society?

    by Brian Sherman  | December 12, 2014
    Most people have little concern with new location devices and cameras used to track data, but what happens when private companies not only access the data, but sell it to others? Channel companies offering surveillance and public safety need to be open and honest about what their systems can and can’t do, and start considering a variety of ethical issues.
    Full Story
  • ChannelTrends: Sell Quality Protection, Not Fear

    by Brian Sherman  | December 04, 2014
    Cyberattacks are a good way to spook your customers, but sensationalizing security concerns will only reap short-term benefits. Successful solution providers will instead offer real world examples of existing threats without overhyping a customer’s potential exposure, and use tools like CompTIA’s IT Security Assessment Wizard to create a comprehensive outline of a customer’s true needs.
    Full Story
  • ChannelTrends: The New IT Distribution Model

    by Brian Sherman  | November 19, 2014
    With so many new IT services companies “born in the cloud,” will IT distributors be able to provide enough value to recruit those providers to their partner programs? Yes, in fact, and some providers and vendors believe their position has never been stronger. While many industry experts suggested in the past that the cloud and managed would be the death knell for distributors, most VADs are reporting record sales and partnership numbers.
    Full Story
  • ChannelTrends: HP Split Suggests Breaking Up Is Not So Hard to Do

    by Brian Sherman  | November 10, 2014
    The IT industry’s over HP’s announcement that the company will split in two, and Brian Sherman breaks it down in this week’s ChannelTrends.
    Full Story
  • ChannelTrends: The More You Protect, the More Your Company Profits

    by Brian Sherman  | October 31, 2014
    Small business owners used to buy and install adequate AV software packages themselves without major technical issues, but the threats and the complexity of the protection schemes have risen beyond their capabilities. IT security is no longer just an annual install or occasional update — it’s an ongoing responsibility.
    Full Story
First PagePrevious Page
Next PageLast Page
Page: of 24
  • 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.
    Full story