Managed Services

  • ChannelTrends: Examining the Impact of IT Industry Business Credentials

    by Brian Sherman  | March 28, 2013
    People typically buy from those they trust and most industries recognize the companies that do more to earn that type of confidence from their customers. Perhaps that’s why business credentials have become more prominent in the IT community, with solution providers and vendors looking for new ways to validate the processes they put in place to offer top-quality services and products. After all, few accolades speak as loudly to current and prospective customers and other business partners as an e ...
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  • ChannelTrends: Get the Advanced Financial Skills Needed to Grow an MSP Business

    by Brian Sherman  | December 10, 2012
    The biggest obstacle those building new businesses or practices face is not their creation and launch. No, the most daunting issue new business owners struggle with is how to manage and perfect their back office operations. Upfront costs and planned expenses are much easier to project on paper than when the doors are open and the organization is in full swing.That’s especially true in a managed services business. Few IT professionals have the financial and general management training or experien ...
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  • Thinking of Transforming to Managed Services? Let the Customer Decide

    by William Linard  | October 23, 2012
    One of the first sessions at today’s CompTIA EMEA member conference focused on the need for channel organizations to move from the traditional “box shifter” business model to becoming managed services providers (MSPs). Nancy Hammervik, SVP of industry relations at CompTIA, led the session. She pointed out that the U.K. is considerably behind the U.S. when it comes to transformation from one channel to the other. In the U.S., she said, more than 75 percent of IT companies now refer to themselves ...
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  • ChannelTrends: Why MSPs Need to Remain On Their Toes

    by Brian Sherman  | October 09, 2012
    In a managed services business, change is not only inevitable; it’s a necessity. The true value of an MSP is an almost telepathic view into your clients’ business operations; spotting and addressing potential risks and performance issues before they cause a disruption. Of course, those clairvoyant abilities are fueled by innovation and continual improvement, employing the latest technologies and processes to ensure that each client system is secure and robust.The latest technology news from the ...
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  • Improve Process Efficiencies to Raise Your Managed Services Margins

    by Brian Sherman  | April 11, 2012
    Both the speakers and audience at this morning’s MSP Partners Community meeting during CompTIA’s Annual Member Meeting kept coming back to a common pain point that many IT solution providers experience. Despite the high level of automation and remote processes followed by many industry experts, others continue to struggle to improve their organizations’ business and process efficiencies. As the company grows, what was once a small issue can snowball into a much greater problem that gets harder t ...
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  • ChannelTrends: Build Your Business for M&A

    by Brian Sherman  | April 06, 2012
    Dell is on a tear this week, scooping up Wyse Technologies and Clerity Solutions and adding thin client and even more cloud solutions to their ever-expanding portfolio. The former hardware-centric vendor obviously has a plan to transform its business model, rapidly expanding into areas formerly supported by channel organizations. The moves help the company continue to reduce its reliance on hardware, shifting to more profitable and higher growth segments of the IT industry.But Dell’s strategy is ...
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  • ChannelTrends: Leverage Credentials to Successfully Launch New Business Practices

    by Brian Sherman  | March 30, 2012
    Life certainly doesn’t stand still, and neither does the IT world. Ten years ago, who would have thought that Apple products would be found in more than half the households in the U.S. or that mobility devices would be crucial business tools? Change is inevitable, but the technology we employ in our personal and corporate lives seems to be advancing at greater speeds each and every year. Some of those advancements have come about so quickly that they have become commoditized almost overn ...
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  • ChannelTrends: What Will Your Managed Services Business Look Like in 2022?

    by Brian Sherman  | February 24, 2012
    What a wild 10 years it’s been in the IT channel. Earlier this week I attended one of the Level Platforms’ Road Shows in Columbus, Ohio, and, while listening to a number of MSP presentations and vendor presentations, I had a flashback to my first discussion on managed services. It was almost a decade ago when I sat down with Level’s CEO Peter Sandiford for a Business Solutions magazine interview at a Gartner ChannelVision event. Over the next two hours, he laid out the client and provider need f ...
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  • Help your Partners Promote Trust and Win More Business

    by Brian Sherman  | February 01, 2012
    “Trust is the lubrication that makes it possible for organizations to work.”  That quote from Warren Bennis underscores the importance of building a solid relationship between solution providers (or any business) and their clients. As a pioneer in leadership studies and World War II hero, he wrote extensively about the correlation between trust and success, and emphasized the need for businesses to build confidence with their customers.The toughest thing about creating a quality reputation is th ...
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  • ChannelTrends: Is Cash Falling From Your Cloud Business?

    by Brian Sherman  | January 27, 2012
    With the exception of utility companies and a limited number of monopolies, few businesses are able to turn almost every one of their prospects into paying clients. The optimal business deal is one where both parties get a fair value. Both the buyer and seller should be pleased with the results of the transaction, with no lingering issues that could prevent future sales. Though that scenario may seem straightforward, many companies lose that perspective over time. The sales team may fall into a ...
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