Guest Contributors

  1. How VARs And MSPs Can Organically Increase Revenue In Rapidly Changing Channel
    9/11/2017

    An aging telecommunications channel is rapidly morphing into an innovative technology marketplace. Leading carriers, pure cloud vendors, ISVs are making indirect channel a priority as 60% of all technology purchases are made through an IT consultant. Business lies with the person that has the customer relationship, those IT consultants (referred to as agents in the indirect channel) have the proverbial keys to the castle.

  2. How Expertise And Trust Help Drive Sales For VARs And MSPs
    8/15/2017

    Selling professional services is tricky business. There is nothing tangible in the conversation. No product to pick up, turn over, and closely examine for quality and functionality. What clients are buying is you and your expertise. 

  3. Four Hiring Strategies For Channel Executives
    8/8/2017

    An MSP owner realizes that two of his newest team members aren't going to make it to the ninety-day mark. Should he dread replacing those employees, or relish the chance to dramatically improve his business?

  4. Reseller Growth 101: 5 Straightforward Strategies And The Risks Involved
    7/20/2017

    “Nothing ventured, nothing gained,” the old saying goes, and that can certainly be said of VAR marketing. Marketing is the tool used by companies to jumpstart growth and the most effective strategies come with a certain amount of risk.

  5. Resellers – Are Your Current Channel Providers The Best Solution For Your Customers? If Not, What Next?
    7/18/2017

    A friend or business colleague sells you an insurance policy, promising that it is the best insurance policy out there.  Great!  You purchase the policy because you want the best.  Two years later your agent switches companies.  Your agent reaches out to you to sell you a new policy from the new company which is touted as the best policy out there.  What?  Don’t you already have the best policy on the market?  Well … you did when your agent worked for their prior company, but you don’t necessarily have the best policy right now … or do you? 

  6. Resellers Of ERP Solutions Need This Fencing Skill – Think Two Moves Ahead Or Lose
    7/6/2017

    ARRRGH! No, this is not me living my fantasy as a swashbuckler, though as a fencing instructor (a healthy and fun diversion of mine), it would not be too far from reality.  Rather, it is an expression of angst when I hear Enterprise Resource Planning (ERP) systems reduced to being called “accounting” or “financial” systems. I let the rather defamatory term slide when it comes from the chief financial officer or vice president of finance at a client of mine: hey, I am pretty picky about most things but even I have my limitations. But I cringe when I hear it from the reseller, because I know that this is a reseller with a myopic focus.

  7. The Channel Faces Another Difficult Transition: And This Time It Is Not A Technology Or Business Model Change
    7/6/2017

    Forrester is reporting that 65% of technology decisions are influenced and/or made by line of business executives. It's predicted that this number could rise to 90% by the year 2020. Here's how VARs should adjust their pitch accordingly.

  8. Why Resellers Need To Consider Rewriting Their Playbook
    6/28/2017

    I am not much of a history buff, but there are simply some historical events that fascinate me for their business relevance.  One such event is Admiral Nelson’s victory at Trafalgar.

  9. Digital Transformation: 5 Stages To Being Fully Optimized
    6/27/2017

    The term “Digital Transformation” is de rigueur: it is often highlighted in news stories and ongoing corporate communications globally and is even the subject of recent TED talks. However, as IDC often points out, Digital Transformation is a journey and there are five stages to being fully optimized.

  10. 5 Key Factors to Creating Successful, Sustainable Process Management
    6/21/2017

    Procedures documents don’t work. That may not come as a surprise to most business executives, yet for many organizations, while process improvement methodologies and techniques have made giant leaps forward over the past few decades, the way they communicate and manage their processes hasn’t changed much, if at all.