Staffing & HR

  1. Onboarding And Training IT Channel Sales
    5/1/2019

    Success … you have found and successfully hired your salesperson, and they start in two weeks. Now what? It’s time to build a process of onboarding and training for the future. Simply document this process, and your next hire will go much smoother. The biggest issue is where to start.

  2. Sales Hires: What Lurks Below?
    3/1/2019

    Matching candidates to the job can help navigate the icebergs in the hiring process.

  3. 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.

  4. Combat Growing Cybersecurity Talent, Skills Gaps
    8/31/2018

    There’s little doubt that cybersecurity has become a critical topic — not just for IT professionals and companies, but for business in general and society as a whole. The risks posed by cybersecurity attacks are monumental, and enterprise is unprepared.

  5. MSP M&A: People First, Technology Second
    8/31/2018

    In February 2017 California-based MSPs CIO Solutions and TekTegrity were each at a crossroads. Eric Egolf, president and CEO of CIO Solutions, had just seen 40 percent of the company’s revenue walk out the door with the loss of a single client. Russ Levanway, CEO of TekTegrity, was trying to regain the steady growth the company had earned in past years and was facing an imminent need to build a more mature cloud platform to compete in a changing landscape.

  6. Hiring Mistakes Service Providers Make
    8/31/2018

    Most sales executives hired by tech services providers fail. Some 66 to 75 percent last fewer than six to nine months. For many businesses, the experience repeats over and over again. If you are considering hiring a salesperson, don’t do it just yet.

  7. Why A Veteran Is Your Next Hire
    7/2/2018

    MSSP BLOKWORX’s CEO Robert Boles offers a strong argument for hiring veterans into IT careers. His experience-based opinions are backed by the stats. The blazing hot security services market, in particular, is poised to benefit from veterans' experience.

  8. The Right Start To Security Consulting Success
    5/1/2018

    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.

  9. Customer Success & The vCIO
    5/1/2018

    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.

  10. How Culture Impacts IT Employee Retention
    3/1/2018

    Mark Cavaliero, CEO at MSP Carolinas IT, has developed an associate-friendly formula for finding—and keeping—top tech talent in the Research Triangle Park area.