• Conducting The IT Sales Presentation

    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 Of Computer Solutions & Networking, LLC

    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 Of Platte River Networks

    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.

  • Drone Threats = Tech Opportunities

    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.

  • ASCII: 35 Years In The Making

    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

  • Compassion And Empathy In IT Customer Service

    "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.


  • 5 Reasons Why Risk Assessments Should Be A Consistent Part Of Your Operational Strategy

    As your business evolves, the factors that pose security risks are everchanging—which means your defense strategy can rapidly become outdated and ineffective. Risk assessments provide a snapshot of the internal and external factors that threaten your business—and your customers—at a given point in time. Since risk factors are volatile, managed service providers (MSPs) need to perform security risk assessments on a regular basis to stay on top of threats as they emerge or evolve.

  • The Math Behind Successful As-A-Service: Understanding And Calculating Churn

    Sometimes referred to as attrition or turnover, churn is your number of customers at the beginning of a period minus your number of customers at the end. It calculates the overall difference but excludes any new sales over that period. Customer churn can include cancellations, non-renewals, or customers switching to another provider.

  • Optimize Your Tech Stack To Achieve Unprecedented Success In 2020

    With 2020 on the horizon, it’s time to prepare in every way possible to set your business up for success in the coming year. And in today’s world, driving improvement at scale is all about leveraging the best technology available—whether that means refining, updating, or completely revamping your technology stack.

  • Enhancing Network Security Through Visibility

    As a technology services provider (TSP), your customers have put their trust in you–the expert– when it comes to managing and securing their network. And considering the increasing rise of B2B software-as-a-service (SaaS) applications as the critical driver in business, the network is integral in the day-to-day life of your customers’ businesses.

  • Foresight Is 2020: Predictions For The Coming Year

    January brings with it new hope and new energy, but before you chart a course for the year, it’s always good to see which way the winds are blowing.

  • How To: Naming Conventions For Documentation

    Consistent naming conventions are crucial to getting the most out of your documentation. With strong naming conventions, you’ll be able to find documents efficiently, avoid creating duplicate documents, and easily understand the contents of a document without having to click into it. It’s important to get naming conventions correct early on to avoid having to go back and update a bunch of documents later. Remember, naming conventions are all about utility; once the system is learned, anybody should be able to interpret the document name accurately.


Channel Executive magazine Digital Edition