• Running a Tight Ship: The Impact of Operational Efficiency on Profits

    by Carolyn April  | June 07, 2018
    Your sales reps are killing it and revenue is rolling in. So why are your profit margins not where you expect them to be? The answer might be a lack of operational efficiency.
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  • ChannelTrends: Are Your Clients Next on the Ransomware Hit List?

    by Brian Sherman  | July 31, 2017
    Whether they know it or not, most businesses are prime targets for cybercriminals. Those who peddle ransomware and breach network systems rarely discriminate based on the size of an organization or the industry it services. What are the risk factors and why should they, and their IT service providers worry?
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  • ChannelTrends: Build an IT Security Expertise, Not Just a Portfolio

    by Brian Sherman  | January 25, 2017
    The best way for today’s IT service providers to differentiate themselves and provide greater value to their clients is to become true experts in the areas that matter most, and IT security is the perfect example. Most small businesses have little, if any clue how to properly protect their data and knowledge in this area is invaluable. Channel firms that can identify and mitigate companies’ unique risks will find themselves in a much better position in the future than those who simply offer tools (which businesses can buy virtually anywhere).
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  • Indirectly Speaking: Amazon, Managed Services and Retooling Your Business

    by Carolyn April  | January 06, 2017
    Should Amazon’s foray into managed services be a major concern to MSPs? In some regards, yes, but only if providers fail to adapt and double down on their customer focus. Rather than viewing Amazon’s move as an immediate competitive threat, MSPs should consider it a catalyst for retooling their own businesses.
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  • Indirectly Speaking: Brave New World for Vendor-Channel Relationships

    by Carolyn April  | December 14, 2016
    CompTIA’s 6th Annual State of the Channel study found that while 4 in 10 solution providers describe themselves as “very satisfied” with their vendors in the last year – a percentage on par with 2015 – the firms that had some level of dissatisfaction more than doubled. Relationships are not just harder to maintain, they're undergoing dynamic changes.
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  • CompTIA's Top 10 Channel Resources of 2016

    by Brian Sherman  | December 14, 2016
    With the flurry of events, activities and resource introductions in 2016, this is a great point to take a step back and reflect. What were some of the resources CompTIA members valued the most in 2016? With hundreds of research reports, education guides and IT business tools to choose from, it wasn’t easy narrowing it down to a Top 10 list, but we did.
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  • The Channel and Cloud Computing: Take Two

    by Carolyn April  | November 02, 2016
    Is it time for a cloud reality check in the channel? Have you considered if this technology model is having a positive or negative impact on your business? According to the CompTIA 6th Annual State of the Channel study, there are no black or white answers. In fact, the latest research actually exposes more confusion than conclusion.
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  • ChannelTrends: The Solution Provider’s Evolving Role in Cloud Services

    by Brian Sherman  | October 05, 2016
    In the early days of cloud computing, most channel partners were merely spectators sitting on the sidelines offering advice and whatever assistance they could to their more adventurous customers. But, over the past decade, providers have taken on a much different role and are now not only the face of cloud for their customers, but strategists, designers and process consultants for virtual environments. The latest CompTIA research points out some of the driving forces behind those changes.
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  • ChannelTrends: The Not So Dirty Little Secret About Managed Services

    by Brian Sherman  | September 21, 2016
    Many solution providers have been somewhat reluctant to discuss the true amount of break fix and onsite services they deliver. When you get a chance to dig into the details, you may find they're delivering a lot more of that support than you'd expect. Despite experts predicting that virtually every provider would be a "pure play MSP" by now, the reality is much different.
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  • ChannelTrends: It’s 'Go Time' for 2017 Business Planning

    by Brian Sherman  | September 07, 2016
    January 1st is no longer a reset date. Strategic planning is a 365-day event today and it is the primary role of the top organizational leader. As Geico’s commercials have reinforced for so many years “…it’s what they do.” And September (as well as October, November and December) is perhaps the most crucial time for their management teams to rise to the occasion. This is when sales and marketing leaders double their efforts to find and close the best leads, and work with their customer services counterparts to ensure long-term client success.
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