Articles by Matt Pillar

  1. Data Intelligence: The IT Service Provider’s Higher Calling
    7/1/2019

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

  2. Security: Bake It In
    7/1/2019

    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.

  3. How MNJ Technologies Powered Through A Revenue Stall
    5/1/2019

    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.

  4. The Channel’s RPA Opportunity
    5/1/2019

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

  5. The New IT Sales Network
    5/1/2019

    "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.

  6. Conversations On The Cloud: A Report From Ingram Cloud Summit X
    3/13/2019

    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.

  7. Data Analytics Puts Tek Leaders In Overdrive
    3/1/2019

    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.

  8. Make Room For The Marketplace
    3/1/2019

    The way you procure the technologies that comprise client solutions is shifting very quickly. Rules of engagement are changing, boundaries fading, and familiarity waning. The change is at once uncomfortable and an uncommon opportunity for growth.

  9. Thoma Bravo Buys ConnectWise, Bellini Stepping Down
    2/25/2019

    Arnie Bellini is stepping down from the role he forged back in 1988, when he transitioned ConnectWise—then a managed services practice—into a business management platform for tech service providers. Under Bellini’s guidance as CEO and in the 31 years since, ConnectWise grew into an IT channel powerhouse that serves more than 25,000 partners in 65+ countries.

  10. Where’s The Money In Mobility?
    1/31/2019

    Healthcare, government and municipalities, first response, and retail are among several markets that are hot opportunities for the IT services industry. They all share a heavy and increasing dependence on mobile technology. When the technology driving that mobility fails, they pay dearly. Patients, customers, and communities suffer. Sales are lost, topline revenue drops corollary to tanking customer satisfaction, and profit plunges accordingly.