Managed Services Executive Commentary

  1. Hiring In The IT Channel: Finding People With The Right Skills Is Just The Beginning
    8/21/2014

    Recently, I was having lunch with the CEO of an IT security company and we were talking about what she really needs in IT staff.  “Let me tell you what I don’t need,” she said. “I don’t need somebody who will work 9:00 to 5:00 and go home thinking that his or her day is done.  I don’t need somebody who is going to hide behind a computer. What I do need are people who will give everything they have to my company and my end clients.”

  2. Sales Is Still A Numbers Game
    8/21/2014

    But, the numbers that you need to monitor and measure have changed dramatically, and I do mean dramatically. Back in my early days of selling for IBM, one of our management's mantra was “calls plus presentations equals sales,” and that worked.

  3. The Way To The Cloud: 6 Ways To Find More Success In The Cloud
    8/21/2014

    When it comes to making money, the way we see and approach opportunities has a tremendous impact on our success. So it makes sense, then, that we take a look at how we should approach the cloud industry if we want to start really making money in the cloud. We scoured the field and found six tips that do just that.

  4. Channel Sales Vendor/Partner Relationships: What Vendors Want (Part 3)
    8/19/2014

    It’s not love at first sight. It is all about the relationship between the vendor and the partner if a channel sales partnership is to be successful. A better understanding of what a vendor expects from a partner helps the solution provider make well informed and prudent business decisions that have a positive and profitable impact on their organization.

  5. Advice After The Joplin Tornado: Put A Disaster Recovery In Place Now
    8/19/2014

    Late in the afternoon on May 22, 2011, an EF5 tornado tore a mile-wide swath through the southern part of Joplin, Missouri. It was the deadliest tornado in the U.S. since 1947 and has proven to be the costliest single tornado in U.S. history with more than $2.2 billion in insurance payouts.

  6. Best Practices For Professionals: Learn To Say No
    8/18/2014

    In his last series, Gary Pica focused on increasing managed services practices sales. In this four-part series, he shifts the focus to best practices for individuals that will make a positive impact on your businesses. Each week, Pica challenges you to examine your own systems, methods — and habits — and consider changes, if needed, for the better.

  7. Does Your Brand Translate From Traditional To Online Media?
    8/14/2014

    As consumers move toward digital media for brand information, it’s the perfect time to reassess how a brand translates from traditional media to online media. A consumer’s opinion about any brand is shaped from the moment they enter the brand search term, or related keywords in any search engine — such as Google or Yahoo. The impact of these search results on the consumer perception of the brand is known as Search Perception Impact (SPI).

  8. Ask The Consultant: How Do I Manage My Energy To Sustain A High Level Of Productivity?
    8/14/2014

    My short answer is this: improve your focus, habits, exercise, nutrition, and sleep in ways that help you.

  9. How To Make Channel Incentive Programs A True Win-Win
    8/14/2014

    The speed at which technology is creating new products and services is increasing exponentially. For resellers — particularly those in the IT sector — this nets out to increased pressure not only to sell, but to stay abreast of a constant stream of technological advancements.

  10. 4 Commonly Overlooked Recurring Revenue Streams In Mobility
    8/14/2014

    VARs today are being tasked with expanding their services menu in order to keep up with the industry-wide evolution from a model that’s product-focused to one that is more centered on technology services. Even though layering a robust offering of services and solutions on top of core products has quickly become the name of the game, many VARs still focus too heavily on cellular connectivity solutions when building out their mobility practice, which can cause them to miss the bigger picture.

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