Managed Services

  • Apple Drives Competition in Channel-Lands

    by Larry Walsh  | October 09, 2010
    Is there no stopping the juggernaut known as Apple? Apparently not the old fashion way through innovation and superior products to market. The continued ascent of Apple is driving numerous lawsuits, alliances and potential mergers. The impact on the Channel-Lands is potentially enormous. Microsoft, Adobe Start DatingThe long wait is nearly over. Next week will bring the launch of Windows Phone 7, Microsoft’s best hope for competing against Apple in the increasingly lucrative mobile handheld mark ...
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  • A Preview of the European IT Services Initiatives

    by Elzbieta Godlewska  | September 29, 2010
    Attendees of the next EMEA IT Services and Support Community meeting can expect a packed agenda with a host of critical and industry-advancing topics. On October 20th, as part of the two-day CompTIA EMEA Member Conference, executives from a variety of IT businesses will gather to not only discuss important IT services issues, but to lay the foundation for the tools, programs and other initiatives that will address those concerns for the IT channel.Who attends the EMEA IT Services and Support Com ...
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  • Channel-Lands: SMBs, Communications to the Recession Rescue

    by Larry Walsh  | September 24, 2010
    In case you haven’t heard, the recession is over. While many of us are still feeling the pinch of economic contraction, there are several sectors where there’s growth for the channel, in particular with SMB and communications. And that’s the focus of this week’s Channel-Lands: vendors and entire sectors are seeing opportunities in SMB sales, converged communications and cloud computing. Here’s this week’s scoop.SMBs to the Recession RescueChannel-lands can breathe a sigh of relief knowing that e ...
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  • Guarantee a Managed Services Win

    by Dan Liutikas  | September 23, 2010
    Just prior to Super Bowl III, Joe Namath famously guaranteed “we’re gonna win the game, I guarantee it,” in response to taunts from a particularly loud Colt’s fan.  Johnny Sample, the Jets defensive captain, reflecting on Joe’s rash promise said “…we all thought we'd win the game. We had studied film on the Colts and we were really confident. But to make a guarantee?” The rest of the story is history; under enormous pressure, Joe Namath delivered on his promise and brought both the AFL and the J ...
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  • Channel-Lands: iPad Cannibalizes Notebook Sales

    by Larry Walsh  | September 17, 2010
    Apple iPads are popping up across the channel, but they won’t be alone. Other PCs are racing to get their tablets out to market. The question is whether tablets will displace PCs. It’s just one of the many issues solution providers and vendors in the channel are wrestling with this week. Beyond tablets, this post from Channel-Lands looks at the benefits of virtualization, increasing demand for custom servers and growing opportunities in professional services.iPad Cannibalizing Notebook SalesYou ...
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  • Bundle Up for Vertical Alignment

    by Larry Walsh  | September 15, 2010
    Dell has taken the temperature of the healthcare market and has written a prescription for its five-inch Streak tablet as an electronic medical records solution. It’s part of Dell’s big push into healthcare with hardware, software and professional services solutions to digitize and support health care delivery. This is not an unusual strategy. Geoffrey Moore’s book “Crossing the Chasm” codified the wisdom of targeting vertical markets or similar-type companies to ...
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  • Managed Services Best Practices – Inspiration from the Montreal Expos

    by Jim Hamilton  | August 24, 2010
    Note: This is an addendum to the eight blog entries in which I examine managed services best practices identified in the CompTIA MSP Partners 2010 market research.My favorite baseball team was and always will be the Montreal Expos. They had heart. With one of the lowest payrolls in major league baseball, they had to be smart, where other teams could simply spend. They were quirky – where else in major league baseball was it 99 meters to the right field fence and you could buy a chien chaud (lite ...
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  • A Deeper Look at Healthcare Technology Opportunities

    by Brian Sherman  | August 12, 2010
     The Final Day at MSP University Bootcamp As the MSP University Bootcamp (part of this week's CompTIA Breakaway event) in San Antonio came to a close, healthcare IT took center stage between an interactive panel of practice and technology experts, and a presentation from HP. Complementing both of those sessions was a presentation on developing a motivating sales compensation plans that will help you meet and exceed your business goals. Chris Mertens, Vice President of HP PSG US Healthca ...
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  • 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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