Guest Contributors

  1. What Not To Sell: Three Rules Of Engagement For MSPs
    2/15/2018

    When IT service providers become MSPs, the transition isn’t always easy. It requires a fundamental change in the way business is done. What you sell—and what you shouldn’t sell—needs to be clearly considered if success is part of your plan.

  2. 3 Tips For Using Headlines To Improve Your Sales
    2/14/2018

    Developing customized content can be an invaluable sales tool, but there’s also a lot of exceptional content available for free – if you know where to look and how to use it.

  3. Project Cycles, Patience And Productivity
    1/30/2018

    Have you ever been responsible for taking a new complex project from inception to completion when time is scarce, you are already responsible for multiple projects and your new project is considered high priority and urgent? If you are like most people, your anxiety level increased after reading the prior sentence. In addition, you might be feeling the urge to speed up to fulfill the challenge of your additional responsibility. Paradoxically, this is the exact opposite of what is called for. When you experience the pressure to speed up, what is actually called for is patience and intentionally slowing down to optimally address six interconnected project stages.

  4. 3 Ways To Reduce (And Delay) MSP Labor Costs
    1/23/2018

    According to LinkedIn’s State of Salary Report 2017, the highest paying field of study is computer science, with an average salary of $92,300, and the highest paying industry is software and IT services, with an average salary of $104,700. This is great news for those who’ve chosen an IT profession. But, when you add benefits and taxes to an IT professional’s salary, it’s easy to see how IT labor is the single biggest cost MSPs must account for when mapping their growth strategies.

  5. The Internet Of Things Is Not The Next Big Thing, It’s THE Thing
    12/20/2017

    Seven reasons resellers and MSPs should consider adding IoT solutions to their portfolio.

  6. 5 Essential Steps To Adding New MSP Services
    12/14/2017

    In today’s fast-paced market, MSPs need to anticipate customer demands and stay ahead of, or at least in line with, new technology and trends. One way to ensure this happens is by adding new managed services and keeping existing ones, such as managed security, current. Yet with so many new technologies and business services to choose from, the challenge is less about whether to add new services and more about which services to adopt. If you’re not sure where to start, here are a few pointers to get you going.

  7. The Stories You Haven’t Heard: POS Resellers React To ISV Acquisitions
    12/11/2017

    When acquisitions occur in the point of sale channel, we read the vendor press releases and hear the aspirational statements promising a better tomorrow. But often left without a public voice is the POS reseller who is also significantly impacted by the deal. To remedy that, in November 2017 Vantiv’s PaymentsEdge Advisory Services surveyed resellers who resold or still resell Digital Dining, Dinerware, and PC America – three ISVs who were acquired by Heartland in 2015. We believed their experiences over the past two-plus years would be more insightful than extrapolating possible scenarios for more recent ISV acquisitions.

  8. High Impact Communication: A Three Tier Approach
    11/12/2017

    High Impact communication is essentially a dance that flows between participants. As in most dances, there might be awkward moments, as one develops a sense of their partner’s style, and more elegant graceful moments, when partners are in the flow of the dance. The inherent skills and mindsets of high impact communication are developed over time through intention, practice and embracing a three tier approach. This approach includes essential skills and mindsets to embody BEFORE, DURING and AFTER the communication.

  9. When It's Time For A Small VAR To Tap Out
    10/3/2017

    Forrester analyst Jay McBain's life's work is analyzing the channel. When he recently told Channel Executive magazine that 40 percent of the channel is poised for retirement over the next seven years, it got us thinking about exit strategies (and acquisition targets, but that's a future story). Liz Harr, the subject of this Q&A on, Business Sustainability Planning, orchestrated an exit strategy of her own. Today, Harr is a partner at professional services marketing firm Hinge and a frequent contributor to VARinsights.com, but not long ago she was a reseller of Microsoft CRM and ERP software. Here, Harr shares some wisdom on knowing when it's time to exit, optimizing the valuation of your company, and minimizing collateral damage in the process.

  10. Business Strategy - It’s About The Destination, Not The Journey
    9/29/2017

    Who really wants to take the long, slow, arduous journey to success when you have the option to take a more thoughtful, deliberate approach? The time to praise the journey is when it’s in your rear-view mirror not when you’re facing it head-on through the windshield. Life may be about the journey, but business is all about the destination.