Business Management Resources

The Right Start To Security Consulting Success
The Right Start To Security Consulting Success

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.

  • The Importance Of Financial Benchmarks To Your Business
    The Importance Of Financial Benchmarks To Your Business

    Why are benchmarks important? Because they help you analyze how well the various parts of your business are working. Benchmarks provide goals that, when met, result in a profitable business that can fund future growth, attract top talent, and command a high price from potential acquirers.

  • How Firing Clients Spurs Growth
    How Firing Clients Spurs Growth

    Mythos Technology is still projecting double-digit growth in 2018 despite its initiative to trim off the lowest-performing part of its customer base.

  • Manage Service, Manage Perception
    Manage Service, Manage Perception

    Here’s how Corsica Technologies has continued to foster financial growth over the past 15 years while staying true to its core mission — ensuring stellar customer service.

  • How POSRG Supports Sales With Sustainability
    How POSRG Supports Sales With Sustainability

    This POS VAR’s status as one of the only certified facilities dedicated to the recycling and destruction of POS equipment and data is accelerating its perennial double-digit growth.

  • Are You Practicing Sales Enablement?
    Are You Practicing Sales Enablement?

    New data from CSO Insights, the research division of Miller Heiman Group, sheds light on how service industries are hyperaccelerating their sales funnels by building sales enablement practices. Sometimes the responsibility of a single professional, other times that of an entire department, sales enablement is the relatively new practice of feeding sales organizations with data, content, and technical tools that help reps sell more effectively and move prospects through the buying process.

  • Why Non-OEM MSP Performance Is Lagging
    Why Non-OEM MSP Performance Is Lagging

    Non-OEM managed services providers are falling behind their hardware and software manufacturing peer groups in most of the key managed services growth metrics TSIA tracks. As traditional technology consumption models shift rapidly to cloud, subscription, and as-a-service models, OEMs are outpacing non-OEMs in adapting to these new paradigms. And this sea change is starting to look a lot less like a changing tide and a lot more like a series of devastating hurricanes.

  • Reader Spotlight: Computer Business Consultants
    Reader Spotlight: Computer Business Consultants

    Channel Executive reader Clinton Pownall is midway through year 23 of his stewardship of Computer Business Consultants. The veteran CEO took a little time in the spotlight to offer some advice.

  • Maximize The Value Of Partner Programs
    Maximize The Value Of Partner Programs

    Award-winning, high-tech sales professional and founder of DLH Services, LLC, Dede Haas creates innovative and successful channel sales solutions for vendors and their channel partners. This month, Haas discusses the value of partner programs 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.

  • The Fresh Face Of The POS Channel
    The Fresh Face Of The POS Channel

    How a POS solutions provider and software developer backed by cofounders in their early 30s is thriving with triple-digit growth thanks to a recurring revenue obsession and a smartly diversified business portfolio.

  • A Disruptive Plan For Nationwide Growth
    A Disruptive Plan For Nationwide Growth

    The 20 is a growing, hard-to-define group of MSPs led by charismatic channel veteran Tim Conkle. Its mission? National domination. Here’s Conkle’s plan.

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