Feature Articles

  1. Benchmark Data For Key Practice Differences Between TSPs And OEMs
    3/1/2019

    Managed services (MS) practices within Technology Services Providers tend to be larger than MS businesses within Original Equipment Manufacturers, contribute a larger percentage of overall company revenue than OEM MS businesses, and be more strategic to the business as a whole. However, TSP’s Key Performance Indicators (KPIs) lag behind OEMs in almost every measure. Why is this the case and what can you do about it?

  2. Technological Consideration When Transitioning From VAR To MSP: Sales Edition
    3/1/2019

    When planning your transition from VAR to MSP, one of the main factors to consider is the variety of technological shifts that need to occur for the change to be successful. Your sales team is going to be selling an entirely new suite of solutions with a different value proposition and process. They will need the training and sales tools necessary to make a successful transition.

  3. MSP Hiring: Draft or Free Agent?
    3/1/2019

    The ability to sell is a process and an art. While working with MSPs on multiple continents, we have found the same applies for recruiting and hiring sales professionals — there is a process and an art to finding “A Players” for your team. MSP sales are a unique type of sale that requires different skills compared to other sales roles you may encounter. Some of the characteristics to illustrate this point are: business-to-business, relationship-driven, long-term, consultative, technical, and value-based.

  4. Sales Hires: What Lurks Below?
    3/1/2019

    Matching candidates to the job can help navigate the icebergs in the hiring process.

  5. Data Analytics Puts Tek Leaders In Overdrive
    3/1/2019

    Responding To The Market’s Data Demands And Shrugging Off Traditional Channel Constraints Grew Devender Reddy Aerrabolu’s It Services Firm From Zero To $25 Million In Five Years.

  6. Partner Perspective: Transitioning To MRR
    3/1/2019

    Channel sales strategist and coach Dede Haas is founder of DLH Services, which helps technology vendors and partners create innovative, successful channel sales solutions and programs. Here, Haas discusses recurring revenue with two members of The ASCII Group, a 1,300-member organization of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses. Check out Haas’ “Channel Knowledge Nuggets” newsletter at dlhservices.com for tips and stories from the trenches.

  7. Beat Ransomware: 4 Lessons From The Trenches
    3/1/2019

    It was a Friday afternoon this past August, with the staff at my IT managed services company FireLogic winding down operations leading into the weekend. Out of nowhere, a call comes in from a new client we have never worked with sending out an SOS. A few emails and phone calls later, and we finally had a clear picture of what the situation looked like.

  8. How AIDC VAR Redline Won Produce
    3/1/2019

    This AIDC reseller has always been a step ahead of channel trends like developing proprietary software, building recurring revenue, and capitalizing on regulatory opportunities within a niche vertical.

  9. Are You Destroying The Value Of Your Company?
    3/1/2019

    MSPs are complaining about the commoditization of IT. How does the techie- turned-business owner handle this? Should they accept that their value proposition is not unique and their clients and potential clients can get comparable IT service and support from their phone, internet, and copier companies?

  10. What Tech Retailers Are Buying
    3/1/2019

    A recent report from Retail Systems Research provides insight into the tech appetite of retail’s biggest disruptors — and for retail tech solutions providers, disruption is where the sales are.