Articles by Matt Pillar

41. Why ITS Was A Great Acquisition For ATS 12/28/2017

    Last fall, David Corey, VP of IT Services at Advanced Technology Services, Inc. (ATS), wrote a Channel Executive guest editorial for us. In the column, he proffered a few digital transformation fundamentals for MSPs and IT service providers in general. These words, in particular, offered a bit of foreshadowing in light of recent news from ATS.

42. Selling Mobile Tech In Life-Critical Applications 11/1/2017

    Frost & Sullivan projects the first responder technology market to hit $131.6B next year. Here’s how one EMT-turned-IT integrator is earning a piece of that giant pie.

43. It's Acquisition Season 11/1/2017

    In a recent and sweeping conversation with Jay McBain, principal analyst, global channels at Forrester, he threw an eye-opening statistic on the table for discussion. Within the next seven years, 40 percent of channel executives will retire.

44. Managed Services In Highly Regulated Industries 11/1/2017

    Peter Kujawa, EO Johnson – Locknet Managed IT Division president, attorney, and Channel Executive Magazine editorial advisory board member, weighs in on the requirements for doing business with heavily regulated clients.

45. 5 Keys To Retail Tech Sales Longevity 11/1/2017

    70-year-old North Country Business Products has written the book on staying power. Here’s how its newly appointed CEO plans to continue the legacy.

46. Rising Rates Of Fatal IT Myopia In The Channel 10/19/2017

    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.

47. Unstructured Opportunity 10/2/2017

    Enterprises are in a race to squeeze business value out of unstructured data. What role can the channel play in the solution, and is it ready to help?

48. Cash In On Consultation 10/2/2017

    Here’s how ERP integrator and managed services provider Estes Group leads the sale with – and makes big money on – consulting services.

49. Sell Your Smarts And Your Services 10/2/2017

    I won’t argue for a minute that the monthly recurring revenue (MRR) made possible by the as-a-Service model of application access, payment residuals, and managed services delivery hasn’t revolutionized the channel. It’s brilliant. It’s great for cash fl ow and forecasting. In some cases, it’s money for virtually nothing. And some experts will tell you that it’s not just a way to increase your business valuation, it’s the only way.

50. INFINIT Consulting 10/2/2017

    Longtime friend of the Business Solutions Network, Jerod Powell weighs in on digital transformation, digital Darwinism, and the millennial mindset.