InsideBlueStarEditorNotebook
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Why Do MSPs Fail To Land Large New MRR Clients?
5/1/2019
How many new MRR clients did you add last year that would be one of your top eight to 10 clients? How many of these targets do you have current, live sales opportunities with right now? For most MSPs, the answer is none.
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AchieveUnite
5/1/2019
Theresa Caragol, by all accounts a channel “lifer,” founded this strategic advisory firm in 2016 to provide performance partnering and business acceleration services to B2B technology vendors. Those services include partner and channel development, go-to-market planning, M&A advisory, channel integration, and executive learning forums.
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Why Do Channel Vendors Get Up Your Nose?
5/1/2019
“You’re selfish, egotistical, and ignorant of our reasons for being in business. You’ve made a bunch of wrong assumptions about us, you never ask good questions, and you never listen. You act as if we spend our lives only thinking about selling your products. We don’t.
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The 5 Principles Of IT Customer Service Success
5/1/2019
It was the early 2000s, and I just finished delivering Cisco and BIND DNS training for a client. It was a good fit; they liked me, and I liked them. They asked if I could present a customer service training program for their IT staff. They had previous training with generic customer service trainers who were very good but didn’t understand IT culture. My client wanted me to design a customer service training program from the perspective of a geek — someone who understood our industry’s culture.
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The New IT Sales Network
5/1/2019
"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.
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Stats Support IT Channel Security Sales
5/1/2019
Insight from security research specialists at Osterman helps IT service providers focus on lucrative managed security sales opportunities.
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How MNJ Technologies Powered Through A Revenue Stall
5/1/2019
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.
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3 Paths to VoIP For MSPs
5/1/2019
Voice over IP (VoIP) solutions have taken over the SMB market in recent years — and for good reason. In general, VoIP systems are cheaper and more feature packed than the basic phone systems provided by your local telco. This gives SMBs the opportunity to leverage these benefits in a way they haven’t been able to before by streamlining inbound calls to the proper people or departments, using voicemail to email to ensure messages are returned, and utilizing a custom auto attendant to give their SMB an enterprise-company feel.
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Onboarding And Training IT Channel Sales
5/1/2019
Success … you have found and successfully hired your salesperson, and they start in two weeks. Now what? It’s time to build a process of onboarding and training for the future. Simply document this process, and your next hire will go much smoother. The biggest issue is where to start.
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Managed Services Vs. Managed Security: Which Is More Applicable To MSPs Today?
5/1/2019
The market opportunity outlook for managed service and IT service providers is clear. If you aren’t talking about security with your clients, then someone else will be.