Matt Pillar

Matt Pillar

Matt Pillar is the chief editor at Channel Executive.

ARTICLES BY MATT PILLAR

  • New Year, New Focus
    New Year, New Focus

    In 2020, we’ll further refine — and more specifically define — our content efforts, by focusing on the quality and growth of www.VARinsights.comwww.MSPinsights.com, and www.SoftwareBusiness-Growth.com, which represent the largest and most active and engaged readerships in our IT channel media portfolio.

  • Channel 2020: Predictions From A Few Of Our Favorite Prognosticators
    Channel 2020: Predictions From A Few Of Our Favorite Prognosticators

    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. 

  • IT And OT Are Now IoT
    IT And OT Are Now IoT

    We’ve been quite vocal about data facilitation and management becoming much more important to channel partners’ client success as time marches forward. The client’s perception of the value in networked IT systems is increasingly data- and intelligence-centric, and it’s decreasingly tactical. Applications and devices are simply expected to work. That’s taken for granted. If your sole purpose in business life is to keep applications and devices working, your business is officially a commodity.

  • ASCII: 35 Years In The Making
    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

  • Data Intelligence: The IT Service Provider’s Higher Calling
    Data Intelligence: The IT Service Provider’s Higher Calling

    Why Concertium’s new take on managed services is exemplary of IT service’s future.

  • Security: Bake It In
    Security: Bake It In

    My conversations with IT services and vendor execs and independent channel business gurus have been lopsided of late. Everyone wants to talk about IT security in any manner of its forms. Lead the sale with security or lose it to the competition, say some. Ditch the managed services or VAR personas altogether and redefine yourself as a security provider, managed or otherwise, say others.

  • The New IT Sales Network
    The New IT Sales Network

    "Successful partners will figure out that the intent is not to make 100 percent of $100 but 10 percent of $10,000.” Those words from Forrester Principal Analyst of Global Channels’ Jay McBain have stuck with me. He said them during an interview for a feature story in the February issue of Channel Executive magazine. Smaller pieces of bigger deals. It’s not just an upstream growth strategy; it’s the new reality of a splintered market and loosening definitions of traditional IT service provision business models.

  • The Channel’s RPA Opportunity
    The Channel’s RPA Opportunity

    Why RPA is the next big thing, and how Ashling Partners is pioneering its adoption.

  • How MNJ Technologies Powered Through A Revenue Stall
    How MNJ Technologies Powered Through A Revenue Stall

    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.

  • Conversations On The Cloud: A Report From Ingram Cloud Summit X
    Conversations On The Cloud: A Report From Ingram Cloud Summit X

    Gavriella Schuster, VP commercial partnership at Microsoft helped kick off Ingram’s Cloud Summit X in San Diego this week in front of more than 1,500 attendees with an abbreviated history of the IT channel and the rapid change it’s seeing of late. She focused those comments in the context of the cloud’s impact on a channel that’s looked pretty static for the past 40 years.

More Articles by Matt Pillar