Business Management Resources

Data Intelligence: The IT Service Provider’s Higher Calling
Data Intelligence: The IT Service Provider’s Higher Calling

Why Concertium’s new take on managed services is exemplary of IT service’s future.

  • The Basics Of Strategy
    The Basics Of Strategy

    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.

  • The New IT Sales Network
    The New IT Sales Network

    "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.

  • Partner Perspective: Partner Pricing
    Partner Perspective: Partner Pricing

    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.

  • The 5 Principles Of IT Customer Service Success
    The 5 Principles Of IT Customer Service Success

    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.

  • Why Do Channel Vendors Get Up Your Nose?
    Why Do Channel Vendors Get Up Your Nose?

    “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.

  • Managed Services Vs. Managed Security: Which Is More Applicable To MSPs Today?
    Managed Services Vs. Managed Security: Which Is More Applicable To MSPs Today?

    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.

  • Editorial Advisory Board/Online Resources
    Editorial Advisory Board/Online Resources

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

  • Partner Perspective: Transitioning To MRR
    Partner Perspective: Transitioning To MRR

    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. Check out Haas’ “Channel Knowledge Nuggets” newsletter at dlhservices.com for tips and stories from the trenches.

  • Beat Ransomware: 4 Lessons From The Trenches
    Beat Ransomware: 4 Lessons From The Trenches

    It was a Friday afternoon this past August, with the staff at my IT managed services company FireLogic winding down operations leading into the weekend. Out of nowhere, a call comes in from a new client we have never worked with sending out an SOS. A few emails and phone calls later, and we finally had a clear picture of what the situation looked like.

  • How AIDC VAR Redline Won Produce
    How AIDC VAR Redline Won Produce

    This AIDC reseller has always been a step ahead of channel trends like developing proprietary software, building recurring revenue, and capitalizing on regulatory opportunities within a niche vertical.

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