• Reader Spotlight: Mark Watson, CDS Office Technologies
    Reader Spotlight: Mark Watson, CDS Office Technologies

    Mark Watson graduated from the University of Illinois in 1987 with the knowledge that he would join his father’s company, CDS Office Technologies, which the elder Watson founded in 1971. Watson began his career in the family business as a salesperson. Eventually, he became a branch manager and by 1991, was promoted to vice president of sales, which gave him sales responsibility for all locations.

  • Calculating And Understanding Service-Level Metrics
    Calculating And Understanding Service-Level Metrics

    When thinking about metrics in your IT business, many IT services providers go directly to the service desk. How many endpoints did we touch? How quickly are tickets resolved? Did we meet our SLA 100 percent of the time? These metrics are important for improving customer experience and internal SOPs. It’s no wonder they are at the top of the priority list.

  • How Does Your Operational Efficiency Stack Up?
    How Does Your Operational Efficiency Stack Up?

    Research from CompTIA suggests that channel partners transforming to meet customer demand, onboard emerging technologies, and move to the cloud are also putting stress on operational efficiency.

  • How Fluid Designs Stays Very Vertical
    How Fluid Designs Stays Very Vertical

    While his story serves as an instructive case study in vertical specialization, Fluid Designs’ service to the legal vertical wasn’t the result of some grand plan hatched 19 years ago when a teenage Louissaint discovered he could make money using his IT skills. 

  • Leveraging Customer Success in Managed Services
    Leveraging Customer Success in Managed Services

    In managed services, one of the top business challenges facing our members is sales. In fact, this is easily the service business challenge (SBC) that we spend the most time on when conducting on-site workshops with TSIA managed services members. And when we do, most of the focus of the managed service provider is on the “land” motion within the TSIA LAER (Land, Adopt, Expand, Renew) framework.

  • 10 Keys To MSP Sales Development
    10 Keys To MSP Sales Development

    The success of your sales team determines the success of your whole business. After all, without new business coming in, any company will eventually start to fall apart. If you’re building a sales team to grow your business, your sales strategy can be very challenging. You’ve got to plan and create the opportunity for growth, without doing too much too soon.

More From Channel Executive Magazine

WEB EXCLUSIVE EDITORIAL

  • 4 Prime Examples Of Uncomfortable IT Services Growth
    4 Prime Examples Of Uncomfortable IT Services Growth

    I just returned from the Ingram Micro ONE event in Washington, DC and here’s what I liked most about it. If I’ve heard one vendor or distributor exec implore a crowd of their VAR and MSP customers to do something innovative, something non-traditional, with their clients, I’ve heard a million.

  • Geek Squad Founder Robert Stephens On IT Services Marketing, Pricing
    Geek Squad Founder Robert Stephens On IT Services Marketing, Pricing

    If Geek Squad is a nursery school for MSPs, its founder Robert Stephens, is the headmaster. I sat down with Stephens in Phoenix last week at the SolarWinds Empower user conference. Among many interesting points in our conversation were exchanges about IT services marketing and pricing.

  • Sorensen Named RSPA W2W Leader Of The Year
    Sorensen Named RSPA W2W Leader Of The Year

    The work my friend and colleague Abby Sorensen put into the IT Channel is paying dividends even after she shifted her focus to the greater software business community. Last week at its RetailNOW event, the Retail Solutions Providers Association’s Women-to-Women (W2W) Committee named her its 2018 Leader Of The Year. Committee Chair and business owner Kelli Stewart, owner/operations manager at Advanced Data Systems, bestowed the honors from the mainstage.

  • HTG Peer Groups Is Now IT Nation Evolve
    HTG Peer Groups Is Now IT Nation Evolve

    At the top of the New Year, ConnectWise and HTG Peer Groups collaboratively announced that the former was acquiring the latter. Among the HTG associate, member, and greater MSP communities, the news incited a lot of speculation about the future of the HTG empire led by Arlin Sorensen and family. This week, the speculation was put to rest. HTG is now IT Nation Evolve, a new brand that reflects the Arnie Bellini-inspired ConnectWise flavor of channel community building.

  • Men: Let’s Get Past The Discomfort Of Sexism In IT
    Men: Let’s Get Past The Discomfort Of Sexism In IT

    Men outnumber women in this industry by something on the order of 8 to 2, and the margin is even wider in the c-suite. By and large, we’re the ones approving salaries, greenlighting recruits, and setting the cultural tones of our companies. That requires us to be involved in solving the pay gap, recruiting more women into the field, and most importantly, driving cultures that demand equal respect across gender lines. None of that will happen if we’re not talking about it.

  • Leaving User Experience To Vendors? Big Mistake.
    Leaving User Experience To Vendors? Big Mistake.

    As VAR and MSP sales and marketing organizations catch the buyer persona buzz, are client personas and user experiences being overlooked?

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