Guest Contributors

  1. 5 Tips To Shift The Conversation Away From Price

    We’ve all been there before, trying to close a sale but all they want to talk about is price. And here you are wanting to retain your employees and maybe have a bit left over at the end of the month to pay your mortgage. When you get right down to it – the price conversation is the start of a race to the bottom, and you don’t want to be in that race at all. So how do you shift the conversation?

  2. MDR-as-a-Service – Is It The Holy Grail As Some Say?

    Every few months it seems there is another wave of new ideas, and with it the need to sift out which are worth taking a closer look at versus those that are just hype. Security leaders must be careful in all ways, first and foremost as they listen to their teams, who will always be challenging them with new ideas and the latest cool ‘tool.’ And on the other side of the coin, they need to protect their business from technology that is not matched to the company’s risk factors. Either way, finding balance is key and is the right answer.

  3. Using Cloud-Based Services And Integrations To Win Business

    Cloud-based services are having a major impact on how resellers approach, interact with, and help clients. But how can resellers use cloud-based services to win more business?

  4. Empowering Your Sales Strategy With Customer Engagement Technology

    Today’s consumers expect the businesses they patronize to engage with them in meaningful ways. This new expectation has created a great demand for customer engagement tools, as well as the opportunity for resellers to educate business owners on them.

  5. Thinking Of Changing Your Tech Stack?

    In both years of IT Glue’s Global MSP Benchmark Report, we found that a substantial percentage of MSPs are thinking about changing at least one element of their tech stack. In a sense, this shouldn’t really be surprising, because any reasonable business would regularly re-assess if their tools will continue to meet their needs going forward.

  6. Overcoming Sales & Marketing Struggles

    In IT Glue’s Global MSP Benchmark Survey, we asked over 1500 MSPs what their biggest struggle was, and an overwhelming majority indicated that sales is where they need the most help. Marketing came in as the #2 answer. This shouldn’t be a surprise when sales and marketing aren’t a core function of an MSP, but an important one nonetheless that can make or break your business. So how does an MSP owner or CEO move the needle on sales and marketing functions?

  7. How To Onboard A New Tech In Under 1 Month

    One of the most interesting findings in IT Glue’s 2019 Global MSP Benchmark Report is that the two biggest challenges MSPs face are hiring good techs and a lack of time. The two, of course, are related since if you could find good techs easily, you wouldn’t have to do so much yourself. But even when you find a good tech, almost 50% of MSPs report that it takes over 3 months to get that tech to 80% capacity. Normally you wouldn’t sweat that too much, but when unemployment for techs is basically zero, there’s a constant risk of turnover, and so you really do want to minimize the time it takes to get a tech up to speed. Retention is a whole other issue, but the faster you train techs, the more useful time you get out of them. 

  8. From “Documentation Person” To Documentation Champion

    We hear this one a lot. A partner is IT Glue, and even though they’re loving what it does for them, there’s still a bit of a gap when it comes to team adoption. Usually, we’re hearing this from an exasperated tech who’s been assigned the role of “person in charge of documentation”, which is often a thankless task with little help from teammates.

  9. 4 Traps That Undermine Documentation Culture

    Are you happy with the state of your company’s documentation? For most of you, I’m guessing there are some things you want to improve. And that’s the rub – having the best tool is a great start, but it’s not everything. The best documentation system in the game works best when there is a strong documentation culture to support it.

  10. Introducing “Swipe Left” Security

    You may have heard about the idea of shifting left in security: as developers move more to the cloud, security professionals are looking more upstream – or left – toward where the development processes are initiated. As you progress from Development to Q/A and then Production (moving right), there is more underlying thinking about end-to-end security.