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.
How are channel-dependent IT service providers responding to the new "marketplace" concept of tech procurement?
One company’s journey into managed security services.
The way you procure the technologies that comprise client solutions is shifting very quickly. Rules of engagement are changing, boundaries fading, and familiarity waning. The change is at once uncomfortable and an uncommon opportunity for growth.
In this mini-autobiography of Joe Pannone, we trace the roots of a hybrid MSP/app development enterprise, see just how intertwined IT services and app development really are, and realize how accessible — and profitable — app development can be for MSPs.
We’re seeing a bit of a trend in operationally mature VARs moving into software development. What do you think is driving this trend?
Recent research from the CMO Council sheds light on the barriers to data-driven marketing and the tools marketers are using to overcome them.
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.
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.