Ever since news spread that an HVAC contractor was the alleged vector in the massive Target breach of 2013, IT security consultants have been ringing out a common refrain: thoroughly vet your third-party contractors, especially the small ones. Restrict and monitor their access to your network and applications. Maybe even think about moving away from small business partners in favor of contracting with larger, well-heeled partners who are, presumably better equipped to thwart cyber threats.
My conversations with IT services and vendor execs and independent channel business gurus have been lopsided of late. Everyone wants to talk about IT security in any manner of its forms. Lead the sale with security or lose it to the competition, say some. Ditch the managed services or VAR personas altogether and redefine yourself as a security provider, managed or otherwise, say others.
A bit earlier this month, I had a unique opportunity to travel with a few of my colleagues to the BIO International Convention in Philadelphia. It’s a large conference and exposition, attended by some 17,000 life sciences professionals from 67 different countries. The event focuses largely on the pharma industry. Exhibitors and attendees span the gamut from biopharmaceutical manufacturing equipment builders to therapeutic research scientists to contract pharmaceutical manufacturers. It was a strange new place for a 20-year IT writer. What in the world was I doing there?
"Successful partners will figure out that the intent is not to make 100 percent of $100 but 10 percent of $10,000.” Those words from Forrester Principal Analyst of Global Channels’ Jay McBain have stuck with me. He said them during an interview for a feature story in the February issue of Channel Executive magazine. Smaller pieces of bigger deals. It’s not just an upstream growth strategy; it’s the new reality of a splintered market and loosening definitions of traditional IT service provision business models.
For this hundred-million-dollar VAR, beating its biggest growth stall in 17 years required giving up some executive control to a firebrand with new — and at times unorthodox — ideas.
Why RPA is the next big thing, and how Ashling Partners is pioneering its adoption.
Gavriella Schuster, VP commercial partnership at Microsoft helped kick off Ingram’s Cloud Summit X in San Diego this week in front of more than 1,500 attendees with an abbreviated history of the IT channel and the rapid change it’s seeing of late. She focused those comments in the context of the cloud’s impact on a channel that’s looked pretty static for the past 40 years.
Responding To The Market’s Data Demands And Shrugging Off Traditional Channel Constraints Grew Devender Reddy Aerrabolu’s It Services Firm From Zero To $25 Million In Five Years.
The way you procure the technologies that comprise client solutions is shifting very quickly. Rules of engagement are changing, boundaries fading, and familiarity waning. The change is at once uncomfortable and an uncommon opportunity for growth.
Arnie Bellini is stepping down from the role he forged back in 1988, when he transitioned ConnectWise—then a managed services practice—into a business management platform for tech service providers. Under Bellini’s guidance as CEO and in the 31 years since, ConnectWise grew into an IT channel powerhouse that serves more than 25,000 partners in 65+ countries.