Guest Contributors

  1. High Impact Communication: A Three Tier Approach
    11/12/2017

    High Impact communication is essentially a dance that flows between participants. As in most dances, there might be awkward moments, as one develops a sense of their partner’s style, and more elegant graceful moments, when partners are in the flow of the dance. The inherent skills and mindsets of high impact communication are developed over time through intention, practice and embracing a three tier approach. This approach includes essential skills and mindsets to embody BEFORE, DURING and AFTER the communication.

  2. When It's Time For A Small VAR To Tap Out
    10/3/2017

    Forrester analyst Jay McBain's life's work is analyzing the channel. When he recently told Channel Executive magazine that 40 percent of the channel is poised for retirement over the next seven years, it got us thinking about exit strategies (and acquisition targets, but that's a future story). Liz Harr, the subject of this Q&A on, Business Sustainability Planning, orchestrated an exit strategy of her own. Today, Harr is a partner at professional services marketing firm Hinge and a frequent contributor to VARinsights.com, but not long ago she was a reseller of Microsoft CRM and ERP software. Here, Harr shares some wisdom on knowing when it's time to exit, optimizing the valuation of your company, and minimizing collateral damage in the process.

  3. Business Strategy - It’s About The Destination, Not The Journey
    9/29/2017

    Who really wants to take the long, slow, arduous journey to success when you have the option to take a more thoughtful, deliberate approach? The time to praise the journey is when it’s in your rear-view mirror not when you’re facing it head-on through the windshield. Life may be about the journey, but business is all about the destination.

  4. A Balanced Approach To Cybersecurity Risk Mitigation
    9/29/2017

    Technology is essential to mitigate the risk of exposure to cyberattack.  Note that mitigate means to reduce or lessen in severity, not preclude.  It’s often difficult for IT service providers (ITSPs) to convince business owners that no one can guarantee complete elimination of cyberattack risk. Anyone with a computer connected to the internet is under attack. Your best option is preparation for the inevitable.

  5. MSPs And Resellers Can Amplify Their Social Media Reach With Employee Advocacy
    9/21/2017

    Studies have shown that businesses are starting to increasingly rely on social media to help build brand awareness and drive the sale of their products and solutions. For example, according to a recent Forrester report, 98 percent of sales and marketing leaders see value in social selling in the short and long term, and 49 percent have already developed a formal social selling program. Many Channel companies would agree with the potential benefits of social media marketing, but they also acknowledge they’re a long way from realizing its full potential.

  6. Minimizing After-Hours Calls As A Sustainable Competitive Advantage For Both MSPs And Clients
    9/12/2017

    It is common knowledge within the MSP industry that the reactive ‘break fix’ approach to IT support is not a sustainable practice. Like the firefighters of centuries ago, MSP’s have learned that waiting and hoping for the call to put out a ‘fire’ so they get paid and keep their firehouse in business is NOT the best practice for the MSP industry or the clients they serve.

  7. 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.

  8. 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. 

  9. 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?

  10. VARs And MSPs – Are You Penny Wise And Pound Foolish With This Revenue Stream?
    7/12/2017

    One of the notable highlights of Admiral Nelson’s win at Trafalgar is that he believed his better trained forces would be superior in a battle against overwhelming opposing odds, and he was correct. The more educated the workforce, the greater the productivity: we all know this, or we should.