Business Continuity Resources

  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. 2019 POS Channel KPI Study
    7/1/2019

    According to Worldpay’s 2019 POS Channel KPI study, precisely zero POS VARs achieved 40 percent or better growth in 2018. You know who did? More than 27 percent of ISVs.

  3. 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.

  4. The Basics Of Strategy
    5/1/2019

    One of today’s buzzwords in business is strategy. Everyone wants one, but many aren’t sure of the how and why it even matters. In my 40+ years in business, there is little question that strategy, and the required planning to achieve it, are important success factors for any company or individual to reach their defined outcomes.

  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. Partner Perspective: Partner Pricing
    5/1/2019

    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.

  7. The 5 Principles Of IT Customer Service Success
    5/1/2019

    It was the early 2000s, and I just finished delivering Cisco and BIND DNS training for a client. It was a good fit; they liked me, and I liked them. They asked if I could present a customer service training program for their IT staff. They had previous training with generic customer service trainers who were very good but didn’t understand IT culture. My client wanted me to design a customer service training program from the perspective of a geek — someone who understood our industry’s culture.

  8. Why Do Channel Vendors Get Up Your Nose?
    5/1/2019

    “You’re selfish, egotistical, and ignorant of our reasons for being in business. You’ve made a bunch of wrong assumptions about us, you never ask good questions, and you never listen. You act as if we spend our lives only thinking about selling your products. We don’t.

  9. Managed Services Vs. Managed Security: Which Is More Applicable To MSPs Today?
    5/1/2019

    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.

  10. Editorial Advisory Board/Online Resources
    5/1/2019

    I love the content in this magazine. Where can I read more?