In February 2017 California-based MSPs CIO Solutions and TekTegrity were each at a crossroads. Eric Egolf, president and CEO of CIO Solutions, had just seen 40 percent of the company’s revenue walk out the door with the loss of a single client. Russ Levanway, CEO of TekTegrity, was trying to regain the steady growth the company had earned in past years and was facing an imminent need to build a more mature cloud platform to compete in a changing landscape.
You’ve said that channel executives have a tendency to wrongly assume they can acquire their way out of problems. What sort of problem could predispose a managed services company to do that?
IT value propositions should never be canned.Why do IT service providers try to sell them that way?
In this month's Ask The Board column, we pick the brain of Brad Fick, leader of POS mega-VAR Direct Source, for insight into his company's practical approach to customer success.
We last featured Chris Rumpf in 2013, back when we were still Business Solutions magazine, his company was still called Rumpf Computer Solutions, and recurring revenue was covering just south of 90 percent of his business’ operating expenses.
Most articles on GDPR are written by people who have neither read the entire GDPR nor have any historical knowledge of the scope and enforcement of privacy laws in the EU or U.S. This column by Bradley Gross is not that. Want to know whether you should be sweating--or ignoring--GDPR? Read this.
As an industry, we’re moving in the right direction. But we have a long way to go if we want to be considered a real profession, the likes of doctors, lawyers, and CPAs. FPA Technology Founder and CEO Craig Pollack says the first step is recognizing that you have clients, not customers.
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.
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.
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 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.
As VAR and MSP sales and marketing organizations catch the buyer persona buzz, are client personas and user experiences being overlooked?
The PCI Security Standards Council’s announcement of plans to strategically drive its QIR (Qualified Integrators and Resellers) program deeper into the SMB retail market is by most counts a positive thing for the industry. For the greater good of data security, it’s hard to muster a qualm about moves like these. It’s a little easier to be annoyed by these changes if you’ve been going out of your way to differentiate your business via a payment security consultancy.