In managed services, one of the top business challenges facing our members is sales. In fact, this is easily the service business challenge (SBC) that we spend the most time on when conducting on-site workshops with TSIA managed services members. And when we do, most of the focus of the managed service provider is on the “land” motion within the TSIA LAER (Land, Adopt, Expand, Renew) framework.
Merchants with high volumes of digital or cross-channel selling tend to have the highest IT-to-revenue expense ratios.
IT value propositions should never be canned.Why do IT service providers try to sell them that way?
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.
We last featured Chris Rumpf in 2013, back when we were still Business Solutions magazine, his company was still called Rumpf Computer Solutions, and recurring revenue was covering just south of 90 percent of his business’ operating expenses.
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
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 discusses the value of partner programs 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 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.