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.
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.
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?
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.
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.
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.
HTG’s Israel Lang shares his perspective — and his concerns — about innovation in the channel
Looking to 2020 and beyond, what technology or service holds the best growth potential for your company, and why?
Here’s how ERP integrator and managed services provider Estes Group leads the sale with – and makes big money on – consulting services.
U.S information technology (IT) sector employment has expanded by more than 72,000 positions so far this year, and more than 450,000 jobs since 2015. That growth doesn’t include hiring by other industries, which employ an estimated 7.3 million tech workers.
A data capture and scanning executive shares how he’s combating the challenges of a lucrative vertical opportunity.