Feature Articles

  1. Internet M&A: The MSP Company Valuation Dilemma

    Many years ago the tech world was filled with single product and single service companies, think long distance service, local phone, wireless paging, SMR, cable tv, dial up ISPs and a few others.  This made company valuations relatively easy.  The valuation metrics were based on dollar per subscriber, revenue multiples, EBITDA multiples, free cash flow multiples … of course with the many adjustments for large fixed assets, growth rates, profit margins etc.

  2. 6 Steps To Shortening Your Sales Cycle

    Have you ever sat in a sales forecast meeting and wondered why those 6 opportunities are still on the list? You have heard the sales rep say, “This one should close this month!” for the last 6 months.  In the back of your mind, you are thinking, “Yeah right!”  Well, I hate to tell you, if this is happening to you, there is something wrong with your sales process and it is impacting your sales cycle.  

  3. MSPs - Jumpstart Your Assessment Projects And New Revenue Streams

    Most MSPs are aware of the magnitude of the PCI compliance opportunity. More than 20 million global businesses accept credit card transactions, with half of those companies located in the United States—and all of them subject to PCI DSS regulations. It could represent a watershed of opportunity for related services. Consider what’s at stake:

  4. VARs And MSPs - Harness The Most Powerful Sales Tool That's Hiding In Plain Sight

    "I need more leads!"  "I need more sales!"  I hear these phrases a lot when working with MSPs and other IT Solution Providers. I’d be a gazillionare if I had a dollar every time I hear these phrases. Everyone is looking for the latest sales gadget / software / whatever that is going to help them get more leads and close sales.  Unfortunately, getting more leads doesn't always equate to more sales.

  5. Inside The ConnectWise/HTG Acquisition

    The pundits and prognosticators, myself included, have been predicting robust channel M&A activity in 2018. That activity got off to an exciting and immediate start with acquisition of HTG Peer Groups by ConnectWise, announced Jan. 5.

  6. Developing Emotional Intelligence First Can Help You Develop Others

    A common misconception surrounding the concept of emotional intelligence (EI) is that it can easily be mastered. Yet the reality is this: emotional intelligence is like a muscle that needs conditioning to strengthen and develop; it can’t go from lifting 10 pounds to 110 in a single day. Emotional intelligence requires practice, care and—most of all—effort. The best strategy for enhancing emotional intelligence is accepting that there is no one perfect strategy. Researching articles, listening to talks and reading books are all ways to understand varying strategies in order to define your own. So, why not start here?

  7. Why ITS Was A Great Acquisition For ATS

    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.

  8. 3 Managed Services Mistakes To Avoid

    Managed services continues to be one of the fastest-growing segments of the technology services industry, but is not without its challenges. Time and again, I see the same mistakes being made over and over. In an effort to offer solutions to some common problems, here’s a guide for avoiding the typical pitfalls companies might encounter on the road to establishing a successful managed services business.

  9. Better Culture Means Better Business For Tech Companies

    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.

  10. Why MSPs Specialized in NIST 800-171 Compliance Are About to Be In Urgent Demand

    Defense Federal Acquisition Regulation Supplement (DFARS) clause 252.204.7012 mandates that U.S. Department of Defense (DOD) contractors and subcontractors must achieve NIST 800-171 compliance by December 31, 2017. This imminent start date for requirement fulfillment – intended to protect the government’s controlled unclassified information (CUI) – is presenting both a crisis and an opportunity for DOD subcontractors and security-oriented MSPs alike.