In this month's Ask The Board column, we pick the brain of Brad Fick, leader of POS mega-VAR Direct Source, for insight into his company's practical approach to customer success.
As an industry, we’re moving in the right direction. But we have a long way to go if we want to be considered a real profession, the likes of doctors, lawyers, and CPAs. FPA Technology Founder and CEO Craig Pollack says the first step is recognizing that you have clients, not customers.
Why does an IT channel filled with engineers and economists continue to act as if vendors can get end users to move closer to them by pushing on the distributors and resellers who are the strands of its channel string? Here, Dr. Richard Chambers of America's Return looks at how all parties can pull together to succeed in the SMB channel.
Management advice from a $300 million, 3,000-employee technology solutions provider
The VAR or MSP bears the brunt of customer dissatisfaction with vendor products almost completely. The deal gets even more raw when they swallow expenses associated with warranty and service work. How much confidence do you have in the quality of the vendor products you’re supporting, and how much confidence do those vendors have in you?
Over the years, as the market has matured, the notion of the vCIO has become a key component of MSP services. MJ Shoer, Director, Client Engagement, & vCIO at Onepath, argues that vCIO and client success are inextricably connected.
David Spire, VP and chief development officer at MSP entechUS, takes us through the "why" behind the company's decision to outsource marketing to the pros.
Over the past 20 years, the hardware layer of infrastructure has mostly commodified, with the value shifting to software and services. This shift means that, to the consumers, the infrastructure itself — the place where logic is processed and data is stored — is less relevant. If it’s secure, compliant, reliable, available on demand, and cost-effective, businesses are generally happy. To the end user, the underlying infrastructure is almost entirely invisible.
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.
Selling a business is never easy; however, the rewards can be great and life-changing. Here are 3 things you must think about before selling your IT company.
Your customers aren’t the only ones who expect you to be not just a technology service provider, but also a cybersecurity provider. The law expects it, too.