Management advice from a $300 million, 3,000-employee technology solutions provider
Over the past 20 years, the hardware layer of infrastructure has mostly commodified, with the value shifting to software and services. This shift means that, to the consumers, the infrastructure itself — the place where logic is processed and data is stored — is less relevant. If it’s secure, compliant, reliable, available on demand, and cost-effective, businesses are generally happy. To the end user, the underlying infrastructure is almost entirely invisible.
While the market for cybersecurity is getting better all the time, Breadcrumb Cybersecurity CEO Brian Horton says selling it requires more than a partner program with a security software vendor — it requires consultancy.
Dataprise, Inc.’s Mick Shah eschews the notion of a customer success officer. Customer success, he says, is everyone’s job, and it starts with the vCIO. Here’s how the 300-employee Rockville, MD-based MSP marries vCIO-as-a-Service to its customer success strategy.
Selling a business is never easy; however, the rewards can be great and life-changing. Here are 3 things you must think about before selling your IT company.
Your customers aren’t the only ones who expect you to be not just a technology service provider, but also a cybersecurity provider. The law expects it, too.
Why are benchmarks important? Because they help you analyze how well the various parts of your business are working. Benchmarks provide goals that, when met, result in a profitable business that can fund future growth, attract top talent, and command a high price from potential acquirers.
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.
Seven historically valid reasons for VARs and MSPs to ignore Apple, and seven counterpoints on why that might be a mistake today.