All resellers, consultants, and systems integrators face staggering challenges in today’s marketplace. From pricing pressures to being forced to change their processes around subscription models, nothing seems to be easy. Compounding all of this, vendors in your ever-expanding portfolio expect even more from you.
Trade shows, networking events, and sponsorships — do these get priority in your marketing budgeting? If so, you’re most likely not seeing as robust payoff as you anticipated. And, if these are in fact your typical go to marketing practices, it may be time to consider adopting more effective marketing strategies, especially in the area of digital marketing. Improving your marketing ROI and developing more online leads is not only achievable — it’s also easier to measure.
Given the nature of the industry, most people assume that the things that keep technology executives up at night are related to well, technology. However, in an industry known for high pay and jaw-dropping perks one of the major things keeping technology executives up at night is employee retention. According to Paysa, a company which publicizes salary data, it’s common for people working for major technology companies to spend less than two years with a company.
SaaSMAX and CompTIA recently teamed up on a webinar to share findings from CompTIA’s state of the SaaS channel report. Carolyn April, Senior Director of Industry Analysis at CompTIA, and Clinton Gatewood, VP of Partner and Reseller Development at SaaSMAX, presented data that any VAR or MSP either currently selling, or considering selling, SaaS products should pay attention to.
Pursuing a merger or acquisition can be a very effective way to grow revenue, acquire a customer base to cross sell into, add new product and service lines, acquire specific assets (or permits, licenses, etc.), expand into new geographic markets, acquire talent (“acqui-hire”), or acquire intellectual property. Some CEOs have M&A experience and some don’t. For those who don’t, this doesn’t mean M&A should be avoided, rather just pursued in a slower gear. The following are a few suggestions I have.
How many times a day do you preach best practices procedures to your employees? What is a best practice and what does it actually mean? How are effective best practice developed, how often should they be reviewed, and how should you store them? Most importantly, how do you share and train your staff on your organization’s best practices. Service providers and resellers need to have answers for all these questions. Here are some of the answers we’ve come up with.
VARs and MSPs represent the channel’s eyes on the ground. There’s a weighty responsibility there that makes nearsightedness a very dangerous thing for the channel. Our VARs and MSPs need clarity of their customers’ vision, and the rest of the channel needs to stand ready to help that vision become the customer’s reality.
Recent studies show that 73 percent of the U.S. population (237,736,346) have at least one compromised credential and 18 percent (60,441,444) have a compromised social security number found within the Dark Web, the portion of the Internet that is hidden from conventional search engines. In 2016-2017, 4.2 billion email account credentials have been identified for sale, not including fake data. The global cost of data breaches will reach $2.1 trillion by 2019.
Ransomware is a terrifying reality for organizations today. We’ve all heard the horror stories. Hospitals that have seen their systems crippled and been forced to pay millions to rebuild in the aftermath of ransomware attacks. Police departments suffering the consequences of both paying or not paying ransoms, demonstrating these attacks to be a crime that authorities cannot protect themselves from, much less others. It’s become clear that ransomware can affect organizations of any size, in any industry.
Having just returned from a major IT conference and trade show, I am reminded of the “early days” when IT and telecom were completely separate worlds. This event was riddled with what might have previously been categorized as telecom companies. It seems to me that the best way to capture the essence of the industry and the players that populate this space is to consider them “technology” companies.