Managed Services Executive Commentary

  1. Channel Sales Vendor/Partner Relationships: What Vendors Want (Part 4)
    9/16/2014

    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.

  2. The PDF Paradigm: Should You Use PDF On The Web?
    9/15/2014

    It’s been 21 years since Adobe debuted the Adobe Acrobat suite and introduced the PDF (portable document format) file format. Adobe also launched a free PDF reader in order to make PDF ubiquitous. You only had to purchase the software if you wanted to actually create PDF documents.

  3. Tips To Identify And Leverage A Wedge To Break Into Managed Services
    9/15/2014

    A few years ago, one of my vendors held an online event with author Randy Schwantz as guest. Schwantz had written two books about using “The Wedge” to displace your competitor’s and win more clients. After an hour on the phone, I was hooked. The very next week I used some of these techniques in a prospect meeting to ultimately get my competition fired and land the client’s entire business — a client from which I am still making monthly recurring revenue. I have used these techniques ever since with great success.

  4. Top 5 Tips For Developing A Customer Satisfaction Survey
    9/10/2014

     “How satisfied are you with the service you received?" It’s an age old question companies ask their customers year after year. But, as a consumer, does it really mean anything to you? More importantly, does it make you feel like the company actually cares about you?

  5. How To Sell Against Consumer-Grade Technologies
    9/10/2014

    There’s no such thing as a free lunch, and the same goes for technology. You get what you pay for.

  6. How To Defend Against Security Breaches In Healthcare
    9/10/2014

    As electronic health records and other forms of healthcare data become more prominent, data security for healthcare organizations grows more and more important.

  7. How To Identify An Ideal Channel Program
    9/10/2014

    As most businesses develop and expand, their lists of partnerships and alliances expand as well. This is not a coincidence. Part of a business’ growth potential comes in its ability to profit from successful channel partner relationships. However, a key component of this strategy is the symbiotic nature of these arrangements. A vendor’s business only benefits if its channel partner does, and the channel partner will benefit the most from the relationship if the vendor puts the time into making it a competitive reseller. So, it’s in everyone’s best interest to prepare the partners to maximize their potential. As a channel partner, how can you spot these programs? It all comes down which vendors offer the proper training.

  8. 3 Best Practices For Preventing Online Fraud
    9/10/2014

    Managing online fraud continues to be a significant and growing cost for businesses of all sizes. According to the 2014 Identity Fraud Study released by Javelin Strategy & Research, there was a reported increase of more than 500,000 fraud victims to 13.1 million people in 2013, the second highest number since the study began over a decade ago. Also from Javelin, in 2013, one in three people who received a notification letter from a data breach later became an identity fraud victim.

  9. Tips For Building Scalable And Profitable NOC Relationships
    9/9/2014

    The relationship that a solutions provider or MSP (managed services provider) has with its NOC (network operations center) provider is critical to its success in IT operations management. Fact is, most solutions providers and MSPs want an experienced IT operations provider, a true partner who can deliver high-value services to both SMB and enterprise accounts.

  10. 3 Reasons That Justify Raising Your Rates
    9/5/2014

    This is another in the arsenal of tough lessons that most small business owners learn — charging your customers more. It isn’t unusual to be very nervous about raising your rates for fear you will lose a client. In an ideal world, best practices would dictate that you raise your rates every year.

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