Managed Services Executive Commentary

  1. Arlin's Suggested Reading List
    4/12/2016

    These are the ten books I recommend as the foundation of a strong business library. While the Bible may seem like a strange first choice, I find that spending time in that book of wisdom each morning grounds me in truth and helps focus me on the things that matter. The other nine are important books that provide a broad base from which to build a strong business mindset.

  2. 4 Reasons Your IT Sales Team Is Losing Customers
    4/11/2016

    In B2B markets, personal relationships are critical. Companies invest significant time and resources into their sales teams which should use that effort to turn daily users into loyal advocates. After all, sales teams are a driving force when it comes to company growth, retention, and most importantly, keeping clients happy. Yet even the most powerful IT sales functions are often blindsided when a client decides to move on.

  3. 4 Habits Of Successful Managed Security Service Providers
    4/7/2016

    Appropriate and effective security mechanisms continue to be a challenge for organizations of all sizes, leading many to look to Managed Security Service Providers (MSSPs) for a solution. The growth in demand for consistent and measurable security solutions is straining the resources of many MSSPs, who have been hampered by a focus on product features instead of customer outcomes. Compounding this is the significant, and growing, shortage of qualified cyber-security professionals.

  4. 5 Reasons You Can’t Afford Not To Charge More For Your Services
    4/6/2016

    Pricing is a touchy subject for many, including your prospects. People tend to shy away from discussing money for one reason or another. Unfortunately, in business, this is not the right attitude and pricing should be at the forefront of your mind with all of your engagements.

  5. How The MSPs Role Changes When Clients Transition To The Cloud
    4/4/2016

    When companies move to the cloud, do they still need a managed service provider? The short answer is yes. The longer answer explains why MSPs will play a slightly different role in complementing a company's cloud strategy. In fact, 80 percent of businesses incorporating cloud deployment plans state they will still depend on MSPs for a variety of reasons, none of which can be fulfilled solely by transitioning to the cloud.

  6. 5 Marketing Tactics That Drive MSP Success
    4/4/2016

    Marketing is a critical part of effectively growing any business. How and what you communicate about your business to customers and prospects can make the difference between success and failure. Yet, for many MSPs and IT service providers, marketing often falls to the bottom of the to-do list. For some, this is due to lack of experience or skill in marketing. Others simply don’t have the time or resources to focus on marketing their business.

  7. Top 6 Cloud-based Services Every MSP Should Offer
    3/30/2016

    As the pace of business becomes faster and competition takes new leaps every passing day, cloud services have become more mainstream, something which small to large businesses can’t do without. In fact, cloud computing had been at the core of the genesis of agile business tools that allow an enterprise to replace on-premises hardware with an internet connection and just a few monthly subscriptions.

  8. Attributes Of Successful MSPs
    3/29/2016

    I’m fortunate to work with hundreds of MSP’s through our HTG Peer Groups each quarter, both here in North America as well as Europe and Australia/New Zealand.  Not only do we facilitate two-day interactions with these great leaders, but we benchmark their financials and have them follow a rigorous framework of planning, goal setting and accountability. 

  9. Selling Versus Telling
    3/28/2016

    There seems to be an age-old debate regarding the differences between selling and telling. When I make sales calls with my clients’ salespeople, I’ve noted an increase in the number of sales calls which are inappropriately identified as selling. More often than not, these people are telling.

  10. On The Fence About Creating Custom Apps? These Tips Will Get You Up And Running
    3/28/2016

    In its report, The State Of Digital Business 2016 to 2020, Forrester found 46 percent of executives surveyed believe that in less than five years, digital will have an impact on more than half their sales. Digital transformation is everywhere, affecting every industry and individual. Enabled by mobility trends and a more flexible workplace, business can happen anywhere, any time.