As we wind down the clock on 2019, it’s a good time to reflect on what the IT services business has in store for the kickoff of a new decade. We gathered a handful of our trusted advisors and asked them to share their thoughts on the best opportunities and biggest risks for the new year.
In this third installment of his series, Erick Simpson covers the sales presentation, which focuses on the presentation of the technology solution to the potential prospect and usually occurs during the second visit with the prospect.
Lisa Marie Papp has been immersed in technology since her father’s days as an NCR software developer in the 1970s. She would accompany her father into the data center on weekends, where she would occupy the punch card machine and marvel at the mainframes that ran on tapes and large disks.
David DeCamillis is as much a renaissance man as you’ll ever meet. He worked as a stockbroker out of college, then moved up to a syndicate manager, helping with IPOs until the early ’90s, when he moved into financial consulting. In that gig, he helped private companies raise money with the hopes that they would go public.
Earlier this year, our interest was piqued when World Wide Technology (WWT) announced its involvement in a managed solution for drone defense technology called Dedrone. We caught up with Daniel Valle, chief technologist, EMEA Service Providers Group at WWT, for some background on the story and insight into the market opportunity his company sees in drone defense.
A retrospective look inside the organization that’s supported the IT channel since its inception, and a glimpse into the future at The ASCII Group
"What are the characteristics of the people who provide great customer service?” I asked my audience of system engineers, network managers, coders, DBAs, and desktop support technicians.
Documentation is the unsung hero of IT operations. It’s not sexy, but it touches everything that an IT tech does. MSPs that have upgraded from the world of word docs and wikis are unanimous and enthusiastic about the power of MSP documentation. But not all documentation solutions are created equal. So what are the key things you need to look for in a documentation platform to help maximize the value it provides for your MSP.
The mark of a superior documentation platform is one that establishes deep integrations with other tools in your tech stack. Seamless orchestration between the functions of each tool needs to take place, and your documentation manager should be the missing link that conducts this. If your documentation platform doesn’t support this level of integration, you’ll soon find that pain points are exacerbated and new issues arise.
Time for some cold hard truth about security, folks. Around this time last year, the Department of Homeland Security issued a warning that hackers were increasingly targeting managed service providers (MSPs) to launch ransomware attacks across end-customer systems. The Australian government echoed these concerns, noting that the trend is global in nature. Since then, we’ve seen high-priced ransomware attacks executed, following the pathway of moving from the MSPs system across to their client’s, crippling end user organizations.
Ever had a vendor reach out to your client as a contract was expiring, trying to get the business for themselves, cutting you out in the process? As an MSP, you’re often the intermediary between a vendor and the end client—a necessary role that’s beneficial to all parties. You have the relationships and the capacity to implement the vendor’s product and ensure ongoing satisfaction. It’s a symbiotic relationship that benefits all, but sometimes the vendor can’t resist the temptation to sidestep your MSP and go directly to the client, thereby capturing the margin that you once claimed. There’s no value in pointing the finger at vendors that do this or sitting around venting, so what can you do?
Transactional vs. consultative selling is somewhat of a buzz phrase in the industry, but what does it really mean? How can you implement consultative selling, and what will it mean for your organization?
Subscription-based services are growing in popularity, and the IT industry is certainly no exception. With the managed services provider (MSP) market projected to be worth $282 billion by 2023, you’re not alone if you’ve been contemplating jumping on the subscription or managed-service bandwagon.