We’re seeing a bit of a trend in operationally mature VARs moving into software development. What do you think is driving this trend?
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.
The Channel Institute polled more than 200 channel marketing leaders worldwide to learn the difference between success and failure for technology resellers in 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.
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.”
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.
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.
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.
Newly appointed Federal Resources President Jeremy Young is in the throes of moving the headquarters of his company from Northern Virginia to his hometown of Erie, PA. The move is interesting to say the least, given the 20-year-old company’s history of providing IT modernization and, more recently, cybersecurity and cloud services to clients primarily in and associated with the federal government.
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.
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.