Leadership

Winning The Government Vertical
Winning The Government Vertical

How one MSP transitioned from “random acts of solutioning” to total solutions provider for a piece of the big government .

  • The Channel’s Top 3 Tech, Business, And Industry Trends In 2018
    The Channel’s Top 3 Tech, Business, And Industry Trends In 2018

    Q4 2017 was an exciting time to begin charting the course for 2018. We held our Q4 peer group meetings, engaged at ConnectWise’s IT Nation, and experienced Salesforce’s Dreamforce conference. Broad takeaways? Here are our top 3 trends in technology, business, and industry for 2018.

  • Business Intelligence: A Process, Not A Project
    Business Intelligence: A Process, Not A Project

    Reality check: Business intelligence initiatives fail most of the time. Whether that’s back-end infrastructure or front-end visualizations, industry analysts show bleak stats on whether or not your project will be valuable and integrated into a company’s processes.

  • Why IT Services Must Become Data Services
    Why IT Services Must Become Data Services

    If hardware margins & services commoditization have you down? It's time to wrap your brain around the customer data you've been merely facilitating, and develop ways to help those customers exploit it.

  • Ask The Board
    Ask The Board

    A: OMNICHANNEL IS A TERM THAT HAS BEEN USED FOR THE LAST FEW YEARS, and it has as many definitions as there are people defining it. One commonality is that the concept means “connected.” Whether shopping in-store, online by mobile device, on a tablet, or from a computer, gaming console, or kiosk, customers want a seamless experience. From the shopper’s perspective, the lines between channels are blurred to the point that there is no noticeable difference whether they’re online or offline.

  • Rediscovering The IT Value Proposition
    Rediscovering The IT Value Proposition

    When I started my first technology company in 1998 and when launching its successor in 2007, the term IT consulting was synonymous with IT support; they were interchangeable. The business model was hands-on, we intentionally involved ourselves within the customer’s organizational planning, and we went out of our way to create tangible value beyond the ticket SLA. The relationship was defined by our investment in the nontechnical elements, not necessarily by “effective rates,” or “onsite requirements.” This consultative- and advisor-driven approach was centric to the relationship.

  • The Traditional POS Industry Is Dead As New Retail Tech Opportunities Grow
    The Traditional POS Industry Is Dead As New Retail Tech Opportunities Grow

    A few years ago, WIRED magazine’s cover pronounced that the web is dead. The story went on to say that the world wide web that we had known for the past two decades was being replaced by more efficient cloud-based mobile applications, eliminating the need for a browser to sit between software applications and users of those services and content being delivered over the internet.

  • When Channel Vendors Sell Direct
    When Channel Vendors Sell Direct

    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 explores direct and indirect vendor sales dynamics with two members of The ASCII Group, a 1,300-member group of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses.

  • When Harvey Struck Houston, We Stayed Open
    When Harvey Struck Houston, We Stayed Open

    Hurricane Harvey unleashed almost 50 inches of rain, the equivalent to 500 inches of snow, on the Houston metro area. The rain was slow, steady, and nonstop, lasting for almost a week. Most people cannot understand what it is like to experience rain like that for seven days. Water starts to back up into the ditches and culverts. Storm sewers overflow into the streets. Water creeps over the grass and up to the doorstep, then inside, then upstairs. Suddenly, when the water is everywhere, there is no time to make plans.

  • M&A Fundamentals For VARs
    M&A Fundamentals For VARs

    Advice on selling your business can improve your company now.

  • It’s Acquisition Season
    It’s Acquisition Season

    In a recent and sweeping conversation with Jay McBain, principal analyst, global channels at Forrester, he threw an eye-opening statistic on the table for discussion. Within the next seven years, 40 percent of channel executives will retire.

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