November/December 2019 Issue Table Of Contents

From The Editor

• New Year, New Focus

Exclusive Channel Features

• Channel 2020: Predictions From A Few Of Our Favorite Prognosticators

Partner Perspectives

• Partner Onboarding: Do Vendors Pass Or Fail?

By The Numbers

• The State Of The Channel In B2B SaaS

Executive Perspective

• Listening And Respect In IT Customer Service
• The ROI On Staff Training

Reader Spotlight

• Lori Tisinai Of Computer Concepts USA, Inc.

Tech Take

• MSP Hacking Horror Stories
• Effective Cybersecurity Response: Lessons From The Front Line

Marketing Strategy

• Want To See More Success With Your Cold Outreach? It’s Simple: Be Human

Sales Strategy

• Using Recurring Revenue To Identify Customer Service Opportunities And Risks
• Conducting The Sales Presentation
• MSP Sales: Distractions, Excuses, And The Future

Leadership Lessons

• Planning Your Business And Personal Legacy