Storage Executive Commentary

  1. Channel Sales Vendor/Partner Relationships: Part 4

    In this fourthof five articles in the series, Dede Haas, channel sales strategies with DLH Services, suggests steps to take before terminating a relationship.

  2. Why A Hybrid Model Makes Sense For Managed Security Services

    Reeve Samson, CIO of Secure Designs, says a hybrid environment of on-premises and cloud solutions is emerging as the new norm for network security.

  3. Why The Real Cloud Matters For Your Security Enterprise

    Steve Van Till, President and CEO of Brivo Systems, gives advice on selecting cloud storage for physical security.

  4. Change Your Name, Please

    Gil Cargill of Cargill Consulting Group considers the limitations of using the name "managed services provider" instead of something that better identifies you business based on what it does. He adds a second column, "We're Not In A Break-Fix World Anymore" as a companion to his first topic. 

  5. Channel Sales Vendor/Partner Relationships: Part 3

    In this third of five articles in the series, Dede Haas, channel sales strategies with DLH Services, looks at dealing with channel conflict.

  6. How to Convince Customers Cloud Storage Is Secure

    Todd Scallan, VP of products for Axcient, lists five important facts to underscore when talking to your customers about cloud security.

  7. Don’t Ignore The First Sale

    The first sale is the sale that is required to get a prospect to invest time and attention with you and your company. Gil Cargill of Cargill Consulting Group says if you try to present the second sales (i.e., your product or service) during the first contact, you're skipping this crucial, first-sale step.

  8. 4 Things You Need To Know About The Education Vertical

    Brian Sutter, the director or marketing for Wasp, shares with the channel important trends in the education vertical.

  9. What Every VAR Should Know About Online Lead Generation

    Clint Hofer of Slingfly Media follows up his BSM column "How Social Media Is Killing Your Sales" with this article on the first step in learning rules to online lead generation.

  10. 5 Things To Have In Your Managed Services Portfolio

    A common conversation among managed service providers (MSPs) seems to be about the service portfolio. What do you include? Mark Glowacz, owner of Tydan IT and ASCII Group member, provides a list of where to start.