Sales & Marketing

Customer Success & The vCIO
Customer Success & The vCIO

Dataprise, Inc.’s Mick Shah eschews the notion of a customer success officer. Customer success, he says, is everyone’s job, and it starts with the vCIO. Here’s how the 300-employee Rockville, MD-based MSP marries vCIO-as-a-Service to its customer success strategy.

  • Client Service Is Not Client Success
    Client Service Is Not Client Success

    A VAR or MSP can’t assume that because client satisfaction is in an acceptable range that said clients must be experiencing success. Neither can the VAR or MSP assume that a client’s general success in business can be attributed directly to the products or managed services being delivered. Here's where most of the industry is getting the client success trend all wrong.

  • Are You Practicing Sales Enablement?
    Are You Practicing Sales Enablement?

    New data from CSO Insights, the research division of Miller Heiman Group, sheds light on how service industries are hyperaccelerating their sales funnels by building sales enablement practices. Sometimes the responsibility of a single professional, other times that of an entire department, sales enablement is the relatively new practice of feeding sales organizations with data, content, and technical tools that help reps sell more effectively and move prospects through the buying process.

  • Why Non-OEM MSP Performance Is Lagging
    Why Non-OEM MSP Performance Is Lagging

    Non-OEM managed services providers are falling behind their hardware and software manufacturing peer groups in most of the key managed services growth metrics TSIA tracks. As traditional technology consumption models shift rapidly to cloud, subscription, and as-a-service models, OEMs are outpacing non-OEMs in adapting to these new paradigms. And this sea change is starting to look a lot less like a changing tide and a lot more like a series of devastating hurricanes.

  • Blow Through BI Adoption Roadblocks
    Blow Through BI Adoption Roadblocks

    IDC’s Worldwide Semiannual Big Data and Analytics Spending Guide predicts a $203 billion Big Data and business analytics market by 2020. Here's how IronEdge Group COO Andrew Moore suggests you capitalize.

  • Build Your MSP Valuation
    Build Your MSP Valuation

    Let’s take a look at what buyers are looking for when making an acquisition. First, they don’t want to buy a job, they want to buy a business. This business needs to be self-sustaining once you leave. Here are some steps to ensure that happens, and increase the value of your company along the way.

  • Implement A Digital Marketing Strategy Or Risk Irrelevance
    Implement A Digital Marketing Strategy Or Risk Irrelevance

    Channel partners are boosting investment in their digital marketing capabilities, with budgets rising in 2018 compared with 2017, according to Canalys’ channel research. As the channel transforms from selling hardware to software and services, digital marketing will become even more important in 2018. 

  • Artificial Intelligence: A Channel Opportunity
    Artificial Intelligence: A Channel Opportunity

    Here’s why 620-employee MSP Alphanumeric Systems is going all-in on artificial intelligence. Will its large base of public sector clients embrace the tech as well?

  • Retail Tech Is Heating Up Again
    Retail Tech Is Heating Up Again

    Through 2017, retailers’ appetites for in-store technology have increased dramatically, primarily at the hands of online competition. What’s the opportunity for value-added resellers of retail technology?

  • Promising Outlook For The Tech Market In 2018
    Promising Outlook For The Tech Market In 2018

    Forrester forecasts 4.8 to 5.2 percent U.S. tech spending growth in 2018. Here's more detail on this year's tech spending forecast, and why it bodes well for the channel.

  • How An MSP Made $170 Million on Fed IT Spending
    How An MSP Made $170 Million on Fed IT Spending

    When this managed services provider gave up “random acts of solutioning” for a focus on federal defense and civilian IT services, giant revenue gains ensued.

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