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.
There’s little doubt that cybersecurity has become a critical topic — not just for IT professionals and companies, but for business in general and society as a whole. The risks posed by cybersecurity attacks are monumental, and enterprise is unprepared.
MSSP BLOKWORX’s CEO Robert Boles offers a strong argument for hiring veterans into IT careers. His experience-based opinions are backed by the stats. The blazing hot security services market, in particular, is poised to benefit from veterans' experience.
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.
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.
John had built a great MSP company that was highly profitable and with tremendous opportunity for growth. But John was stressed and tired. After meeting with about 10 of his key employees over the next day, it became apparent that one of the reasons John was experiencing the painful side effects of being a business owner was that he was neglecting to build leaders.
Because most IT services leaders grow out of technical roles, sales management is typically foreign territory. What’s the secret to the tech-to-sales management transition?
Jim Kavanaugh is winning. World Wide Technology (WWT), the IT and managed services company he leads, topped the $10 billion sales revenue mark last year. It also moved into a new $95 million St. Louis corporate headquarters building and added some 500 new employees.Those are giant milestones, but this exclusive Q&A reveals Kavanaugh’s greatest pride as CEO of the sprawling privately held company.
Mark Cavaliero, CEO at MSP Carolinas IT, has developed an associate-friendly formula for finding—and keeping—top tech talent in the Research Triangle Park area.
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.
HTG’s Israel Lang shares his perspective — and his concerns — about innovation in the channel