Managed Services

  • Move From Geek Speak to Business Consultation Success

    by Brian Sherman  | August 12, 2010
    Between managed IT services and the ever-changing needs of business customers, a switch to consultative sales is increasingly important for today’s solution providers. In a highly interactive discussion during CompTIA Breakaway, a packed room of solution providers quizzed the expert panel on transitioning to the new sales philosophy.Joining session moderator Tricia Wurts, President of Wurts & Associates, Inc. were well-known and respected industry veterans: Bob Penland, CTO of TruMethods, LL ...
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  • Automate Your IT Product Sales (and Services)

    by Brian Sherman  | August 10, 2010
    It’s been a few years since “Managed Services” was introduced to the IT channel in mass, with several experts suggesting that product sales needed to vanish for the new business model to be successful. Despite that claim, many providers discovered that their customers still wanted them to help select and deliver their technology. The reality is, many VARs had been successful in becoming the true trusted advisor to their clients and walking away from an area where they need support just doesn’t m ...
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  • Channel-Lands Weekly Debuts

    by Larry Walsh  | August 06, 2010
    Welcome to the first installment of the “Channel-Lands,” a weekly review of the top news stories, trends and events in the channel. Each week, I’ll comb through the leading channel and technology publication websites for the big and significant stories you may have missed while servicing your customers and building profitable businesses. I welcome your suggestions for stories and issues that should be included in “Channel-Lands.”Google Can’t Catch the WaveSeveral channel pubs noted the demise of ...
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  • Managed Services Best Practice #8 – Your Most Valuable Asset

    by Jim Hamilton  | July 22, 2010
    Note: This is the eighth of eight blog entries in which I examine managed services best practices identified in the CompTIA MSP Partners 2010 market research.What is your most valuable asset? No, I’m not talking about your winning smile or superior intelligence… but the asset that is most import to your business success. Here’s a hint to what I’m looking for: I once worked for a CEO who told me “I’d rather lose a good customer than a good employee.” His point was simple; a good employee is more ...
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  • Making the Jump into Managed Services

    by Gennifer Biggs  | July 16, 2010
    If you are among the many traditional break/fix VARs interested in jumping into managed services, you won’t want to miss our Breakaway panel on just that topic at 11 a.m. on Tuesday, Aug. 10. I’ve lined up industry leaders and successful MSPs to share their advice and answer your questions about successfully making the move from break/fix to managed services. Hear insight from Jeannine Edwards, director of ConnectWise Community; Edward Stringfellow, president of Stringfellow Technology Group; Al ...
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  • What's Up Doc?

    by Amy Carrado  | July 16, 2010
    Last week I had the privilege of watching 15 doctors talk candidly about technology from behind a one-way mirror. The two focus groups, among general practitioners and specialists, were very educational and at times quite entertaining. While the information gleaned may not be representative of all doctors, it helps provide some qualitative insights around what doctors are really thinking about IT. I’d like to share with you some examples of the key themes and interesting points I saw emerg ...
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  • Managed Services Best Practice #6 – What Color of Managed Services Would You Like?

    by Jim Hamilton  | July 13, 2010
    Note: This is the seventh of eight blog entries in which I examine managed services best practices identified in the CompTIA MSP Partners 2010 market research.Henry Ford once quipped “Any customer can have a car painted any color that he wants so long as it is black”. In a world of “half-caf skim latte – hold the foam”, the industrialist’s quote may seem like a quaint memory of years gone past—but it is actually an insightful observation on business. It speaks to the importance of repeatability, ...
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  • Creating a Managed Services Practice- With Available Resources

    by Dan Liutikas  | June 29, 2010
    Let’s flash back to the 1980s, when channel resellers were receiving healthy margins selling OEM equipment to small and mid-sized businesses. Over time, those profit percentages were eroded by competitive forces and manufacturers looking to improve their bottom line. That was one factor that caused many resellers to evolve their business model, becoming VARs (value added resellers). In this adaptation of the IT channel, providers gradually discovered increased profitability not from the sale of ...
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  • Managed Services Best Practice #5 – Spending Money to Make Money

    by Jim Hamilton  | June 29, 2010
    Note: This is the sixth of eight blog entries in which I examine managed services best practices identified in the CompTIA MSP Partners 2010 market research.We’ve all heard the expression “it takes money to take money” and tacitly nod our head in agreement; best in class MSPs don’t simply concur, they pull out their wallets and invest in building a world class services practice. Our 2010 research clearly shows that the most successful MSPs spend more of their top line revenue (as a percentage) o ...
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  • New Tax for S Corporations? May Affect Managed Services

    by Lamar Whitman  | June 28, 2010
    After incorporation, many small businesses make a federal tax election know as a “subchapter S” election; these businesses are then typically referred to as an “S corporation”.  The benefit of an S corporation election is that the entity can “pass-through” corporate income, losses, deductions and credits to its shareholders. That is, the shareholders pay the applicable federal tax at their individual tax rates; the corporation itself does not pay a tax (except in some situations such as built-in ...
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