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  1. 3 Questions VMs Should Ask Their Vendors About The Last Inch Of Deliverability
    2/5/2016

    One of the biggest challenges vendor managers (VMs) face today is dealing with growth and change. The reality for many is that vendor relationships often take years to build and nurture. These relationships are established on a foundation of signed agreements, established SLAs, and trust. This collaboration is beneficial until you get to the point where your growth trajectory accelerates and you find yourself needing to scale operations at a rapid pace, thus placing the vendor in a position of being unable to meet your needs or perform at the required level.

  2. IT Solutions Providers: Forget Your ABCs (Always Be Closing)
    2/4/2016

    The title of this article refers to a cliché from the old school of selling. “Always Be Closing” was actually made famous in the movie Glengarry Glen Ross (1992). As a sales strategy, it worked very well at one point in time. But, those times have come and gone.

  3. Want To Find The Right Vendor Partner? Ask The Right Questions.
    2/3/2016

    Companies need to be very strategic about how they want to add new technology partners to their portfolios. Despite the give and take required to enter into the right partnerships, there are a few terms on which you must insist.

  4. The Top 7 Benefits Of Building Situational Awareness In Safe Cities
    2/3/2016

    Safe city initiatives help cities achieve true situational awareness — both in routine times and during emergency situations — by aggregating a large amount of data and turning it into actionable intelligence.

  5. Enhancing The Customer Experience Through The Channel Ecosystem
    2/3/2016

    For small to midsize businesses (SMBs), which represent more than 90 percent of companies in most countries, delivering a superior experience to customers around the world may seem like an impossible task. Fortunately, channel partners are there to help fill that void.

  6. Why Adopt The Hybrid (Break-Fix And Recurring Revenue) Business Model
    2/2/2016

    A solutions provider could certainly believe that in order to be successful at managed services, you must abandon break-fix entirely in order to enter the promised land of recurring revenue. This is not true.

  7. The Connected Home — Opportunities And Disruption
    2/2/2016

    The home has many large industries serving individual aspects of the entire journey, thus there are many opportunities for ISVs and VARs to engage on either the business or consumers side of the rapidly evolving connected home in the years to come.

  8. Best Practices For Hiring Technical Talent
    2/2/2016

    Advancing technologies, increasing service requirements, and a high demand for engineering talent are making it harder for managed services providers (MSPs) and IT solutions providers to fill open positions within their organizations. Regardless of how you go about hiring and attracting the right talent, MSPs and IT solutions providers should put a formal vetting process in place and ensure you are among the “best places” to work.

  9. Human SCADA: The Future Of Enterprise Mobility
    2/1/2016

    New data capture capabilities can create a complete view of the health and activity status of a field worker and, when coupled with a dispatch function, a chance to improve that field worker’s condition or a situation as a whole and to provide the foundation of a supervisory control and data acquisition (SCADA) system.

  10. Utilities: Winning With Mobile And Cloud Strategies
    2/1/2016

    One of the ways utilities are increasing their own competitiveness is by enhancing their service offerings (such as recommending smart meters), provide better customer service, become more responsive and, of course, optimize their operations to become more productive. Helping some of these business objectives become a reality are mobile and cloud strategies.