ECM Executive Commentary

  1. Channel Vendor/Partner Relationships: How Opposites Attract And Stay Together — Or Not, Part 1
    9/24/2013

    If a channel sales partnership is to be successful, it’s all about the relationship between the vendor and the partner. There can be all kinds of fancy channel programs and spiffs, but if the channel partner does not feel treated as a legitimate business partner, the partnership will not work.  In this first of five articles in the series, Dede Haas, channel sales strategist with DLH Serices asks, "Is it love at first sight? "

  2. 5 Ways To Turn Training Into A Revenue Generator
    9/17/2013

    Dan Schwab, co-president of D&H Distributing, lists ways VARs can leverage training to their advantage.

  3. Managed Service Myths Break-Fix VARs Believe
    9/11/2013

    ASCII member Douglas R. Grabowski, managing partner of Grabowski Group, tells why it’s not difficult to change your business from break-fix to managed services He lists five common myths a break-fix VAR might believe — and the truth.

  4. 4 Tips to Boost IT Services Profitability
    9/9/2013

    Len DiCostanzo, senior VP of community and business development for Autotask, gives four tips to help improve pricing strategies to increase profits on IT solutions.

  5. Is The “Break/Fix” Model Still Viable?
    8/28/2013

    Technology breaks. It’s a reality we all face. Justin Crotty, senior VP and GM of NetEnrich points out that how a solutions provider chooses to manage the breaks is what separates the good from the great.

  6. 3 Ways To Increase Revenue From Consumables
    8/12/2013

    Dealers understand that the initial hardware purchase is the beginning of a long-term customer relationship and the start of a recurring revenue stream. The post-hardware purchase of consumables provides the real profit and margins for dealers and can generate recurring revenue on a regular basis. Mike Garofola, senior marketing manager, channel and education for OKI Data Americas shares a few tactics for dealers to consider as an opportunity to increasing revenue from consumables.

  7. The Appetite For 802.11ac Standards
    7/3/2013

    The appetite for wireless bandwidth is seemingly insatiable. Today employees typically tote a combination of smartphones, tablet computers and laptops – all which allow them to stay connected to the people and information they need to get their jobs done quickly and efficiently. As a result, there are more devices and more traffic pressuring the performance on wireless networks, and many enterprises are looking toward the capabilities that 802.11ac standards will bring.

  8. Four Guiding Principles For Advancing Managed Print Services
    1/16/2013

    In an ever-increasing need to drive profit, most companies are consistently on the hunt for new ways to do more with less – or simply put, cut costs.

  9. 5 Reasons You Need Mobile At The Point Of Origination
    11/5/2012

    Point of Origination™ information capture is a proven winner for businesses seeking to accelerate revenue, reduce costs, increase efficiency and better serve constituents. When information is captured as early as possible in the process, it initiates business processes faster and with greater accuracy, meaning fewer costly problems down the line.

  10. The Backseat Driver's Guide To Governance Planning
    7/18/2012

    Nobody wants to be viewed as that back seat driver, and yet that is what some administrators and project managers have become when it comes to governance -- constantly pushing toward policy definition and enforcement, trying to enact best practices, while your SharePoint drivers (most likely your end users) just want to hit the gas and go. By Christian Buckley, Axceler

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