For this hundred-million-dollar VAR, beating its biggest growth stall in 17 years required giving up some executive control to a firebrand with new — and at times unorthodox — ideas.
The market opportunity outlook for managed service and IT service providers is clear. If you aren’t talking about security with your clients, then someone else will be.
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The ability to sell is a process and an art. While working with MSPs on multiple continents, we have found the same applies for recruiting and hiring sales professionals — there is a process and an art to finding “A Players” for your team. MSP sales are a unique type of sale that requires different skills compared to other sales roles you may encounter. Some of the characteristics to illustrate this point are: business-to-business, relationship-driven, long-term, consultative, technical, and value-based.
Matching candidates to the job can help navigate the icebergs in the hiring process.
Responding To The Market’s Data Demands And Shrugging Off Traditional Channel Constraints Grew Devender Reddy Aerrabolu’s It Services Firm From Zero To $25 Million In Five Years.
Channel sales strategist and coach Dede Haas is founder of DLH Services, which helps technology vendors and partners create innovative, successful channel sales solutions and programs. Here, Haas discusses recurring revenue with two members of The ASCII Group, a 1,300-member organization of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses. Check out Haas’ “Channel Knowledge Nuggets” newsletter at dlhservices.com for tips and stories from the trenches.
CompTIA's Smart Cities Advisory Council has identified these 4 critical skills needed for successfully implementing smart cities solutions. Check out this inforgraphic to discover these critical skills along with other hard skills, soft skills, and management skills.
Technology Buyer's Journey, Developed by the Channel Advisory Board and the Business Applications Industry Advisory Council. This graphic shows the journey of a technology buyer including the key elements that a buyer (end user company) experiences when making a technology purchasing decision.
There are plenty of reasons for solution providers to get excited about blockchain, but there’s also a lot to do before most can develop successful practices, according to members of CompTIA’s Blockchain Advisory Council. Blockchain, most notably associated with cryptocurrencies such as Bitcoin, uses an open, distributed ledger of data that permanently records transactions through cryptography, timestamps and transactional data—all meant to prevent alteration of the data. But that’s just scratching the surface, according to Jim Gitney, CEO of Group50, an Upland, Calif.-based solution provider and co-chair of CompTIA’s Blockchain Advisory Council.
The technology world is full of buzzwords, and our channel is no exception to this rule. As soon as one term becomes demystified, two more spring up in its place. Just when you thought you understood what the Internet of Things is and how it could impact your business, the term ‘smart city’ starts getting kicked around.
Creating a website can always be a tricky thing, especially if you’re an ISV. You want to be sure you have all of the best information on your page, while not overwhelming viewers with excessive text. In order to target our prospective buyer to generate inbound traffic and leads, these 7 tips are key performers for an effective website. Calling all ISVs, this one is for you!
Perhaps it’s fair to say that ISVs can find themselves at a crossroads when it comes to how and where to market their software products. A reseller channel can have pros and cons .