ECM Executive Commentary

  1. 7 Reasons NOT To Offer Service Package Options
    7/3/2014

    When I started Triada Networks in 2008, I had to decide which billing model made the most sense for me. Since I knew that I didn’t want to trade dollars for hours, fixed-price plans seemed to make the most sense, which ultimately led me to embrace the concept of managed services. By Raffi Jamgotchian President/CTO of Triada Networks

  2. Creating Fully Accessible Web Content: The Industrial Approach
    6/26/2014

    How are your clients — or you — dealing with the challenge of accessibility? Chances are, you are doing a fine job in terms of accessible facilities and architecture, perhaps with your internal hiring policies and maybe even with your website. It’s a lot less certain whether you and your clients are doing as good — and legally compliant — a job around the content on your websites.

  3. How To Establish Recurring Revenue Streams Through Printing Solutions
    6/23/2014

    In any business, it’s important to establish a recurring revenue stream. In the office equipment industry, a recurring revenue stream can come from not only selling the hardware (printers or copiers), but also selling the software solutions that are most appropriate for a customer’s business needs. For example, selling multifunction devices bundled with a compatible and/or complementary software solution can boost not only the initial sale but will also help to establish a recurring revenue stream with these three key segments: installation, peripherals, and maintenance.

  4. Changes In The Air For Channel Incentive Programs; Resellers Stand To Gain
    6/20/2014

    Last month, I hosted a webinar during which I talked about parago’s recent survey of channel marketers. One thing our research pointed out was their desire to grow beyond pure sales incentives, and start including the behaviors that support sales. But they also told us they’re having difficulty figuring out exactly how to do that.

  5. Channel Sales Vendor/Partner Relationships: What Vendors Want
    6/17/2014

    When a vendor is recruiting you, be aware of and prepared for the specific characteristics they want in a partner. Does your company fit the profile the vendor is looking for?

  6. The Biggest Impact Of The Internet Of Things On VARs
    6/4/2014

    First, understand that your business is under attack from competition that until recently was not even on your radar.

  7. Brand Says Everything About Your Business
    5/29/2014

    Branding is a great differentiator, but there are conflicting schools of thought regarding how to go about it. Some VARs and MSPs (managed services providers) market their alliances and status with top-tier vendors. Other assemble IT bundles, solutions, or services that they rebrand and resell for an upcharge. And a small, but growing number of channel partners brand on the business value they deliver to their customers.

  8. A Must-Read: "Blue Ocean Strategy"
    5/27/2014

    As IT service providers, we are used to competition coming at us from all sides, but it doesn’t mean we have to like it.  For years I’ve searched for inspiring ways to stand out from the crowd.  Then I read Blue Ocean Strategy by W. Chan Kim and Rene Maurbogne (published by Harvard Business Review Press, 2005). It hit me like a lightning bolt. It was grounded in fact, quantitatively analyzed, well substantiated — and it validated the path on which we already were on.

  9. When Do You Know It’s Time To Rebrand?
    5/13/2014

    Your brand may say exactly what your company is all about — or perhaps gives the wrong message to prospects before you even get to speak with them. You can try your hardest to form others’ opinions about your brand, only to be pigeonholed into a vertical or service that may only represent a small portion of your offering. If you feel that your current marketing keeps growth at bay, this may be the perfect time to rebrand.

  10. I Sat In A Time Machine Last Week … I Borrowed A Desk
    5/9/2014

    No, more accurately, I should say I sat in a time capsule. You see, I needed to borrow a desk and a PC and was near a friend’s company. He graciously allowed me to spend some time at the desk of one of his salespeople who was out of town. I became aware that I was sitting in a time capsule, when I looked around this individual’s work area.

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