Business Continuity Resources

  1. Ask The Board
    1/31/2019

    We’re seeing a bit of a trend in operationally mature VARs moving into software development. What do you think is driving this trend?

  2. Data-Driven Marketing: A Struggle For IT Services
    1/31/2019

    Recent research from the CMO Council sheds light on the barriers to data-driven marketing and the tools marketers are using to overcome them.

  3. Power In Peers – The Value Of Belonging To An IT Community
    1/31/2019

    Being a member of an IT group offers plenty of benefits for business owners, but finding the right niche-focused community will offer more in terms of knowledge sharing, expanded business opportunities, and oftentimes, friends for life.

  4. The 3 Commandments Of Cybersecurity
    1/31/2019

    Listening to various industry pundits lately, one might think that cybersecurity is going to be the next big thing to hit the industry. Don’t listen to them. They’re wrong. It’s not the next big thing — it’s the current big thing. It doesn’t get any bigger. It’s here, right now, and whether you like it or not, you’re in the cybersecurity business.

  5. The 3 Greatest Digital Marketing Challenges For Tech Resellers In 2019
    1/31/2019

    The Channel Institute polled more than 200 channel marketing leaders worldwide to learn the difference between success and failure for technology resellers in 2019.

  6. How To Prepare For An IT Service Sales Hire
    1/31/2019

    After spending time with leading MSPs from around the world, one story comes to the forefront with respect to sales: “I hired a salesperson and after so much time I had to let them go for not performing.” That “so much time” varied greatly from six months to several years, but the consistency of the story is concerning. As we dug into the root of the problem, we saw a trend: These salespeople weren’t prepared to start. To be successful in your journey, there are 4½ things you should think about before hiring a salesperson.

  7. Implications Of Enterprise Cloud Communications And Digital Transformation Trends On Channel Executives
    1/31/2019

    As digital transformation efforts plow full speed ahead, enterprises are looking to evolve their communication services to meet customer expectations around exceedingly integrated, customized, yet simplified engagement. According to a recent Nemertes report, digitization and automation efforts are being prioritized to “improve internal workflows and collaboration, as well as deliver new digital customer engagement experiences.”

  8. Jay McBain’s Top 5 Channel Trends For 2019
    1/31/2019

    Jay McBain is a prognosticator, but he never takes a flyer. The rightfully well-known principal analyst for Global Channels at Forrester is a counter, a chronicler, a statistician, and a scientist. He leverages a weeds-deep, fact-based analysis of the past and present to prepare channel partners for the future. There’s no one I’d more confidently ask for some 2019 predictions, and there’s no one happier and more confident to offer them up. Here, McBain reflects on 2018 and offers up his thoughts on the year ahead.

  9. Leveraging Customer Success in Managed Services
    8/31/2018

    In managed services, one of the top business challenges facing our members is sales. In fact, this is easily the service business challenge (SBC) that we spend the most time on when conducting on-site workshops with TSIA managed services members. And when we do, most of the focus of the managed service provider is on the “land” motion within the TSIA LAER (Land, Adopt, Expand, Renew) framework.

  10. VARs and MSPs: Reduce Your Two Biggest Legal Risks
    8/31/2018

    Attorney to the channel stars Bradley Gross tells us why contracting and corporate structure are Achilles heels to many VARs and MSPs — and what to do about it now.