InsideBlueStarEditorNotebook
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The Channel’s RPA Opportunity
5/1/2019
Why RPA is the next big thing, and how Ashling Partners is pioneering its adoption.
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Partner Perspective: Partner Pricing
5/1/2019
Channel sales strategist and coach Dede Haas is founder of DLH Services, which helps technology vendors and partners create innovative, successful channel sales solutions and programs. Here, Haas discusses recurring revenue with two members of The ASCII Group, a 1,300-member organization of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses.
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The Basics Of Strategy
5/1/2019
One of today’s buzzwords in business is strategy. Everyone wants one, but many aren’t sure of the how and why it even matters. In my 40+ years in business, there is little question that strategy, and the required planning to achieve it, are important success factors for any company or individual to reach their defined outcomes.
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Editorial Advisory Board/Online Resources
5/1/2019
I love the content in this magazine. Where can I read more?
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Data Analytics Puts Tek Leaders In Overdrive
3/1/2019
Responding To The Market’s Data Demands And Shrugging Off Traditional Channel Constraints Grew Devender Reddy Aerrabolu’s It Services Firm From Zero To $25 Million In Five Years.
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The MSP To MSSP Evolution
3/1/2019
One company’s journey into managed security services.
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The Good, The Bad, And The Money: How To Sell Business Outcomes
3/1/2019
Let’s keep it simple: There is a result someone desires (the good), there is a current condition that is frustrating (the bad), and there are financial implications of each (the money).
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Beat Ransomware: 4 Lessons From The Trenches
3/1/2019
It was a Friday afternoon this past August, with the staff at my IT managed services company FireLogic winding down operations leading into the weekend. Out of nowhere, a call comes in from a new client we have never worked with sending out an SOS. A few emails and phone calls later, and we finally had a clear picture of what the situation looked like.
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MSP Hiring: Draft or Free Agent?
3/1/2019
The ability to sell is a process and an art. While working with MSPs on multiple continents, we have found the same applies for recruiting and hiring sales professionals — there is a process and an art to finding “A Players” for your team. MSP sales are a unique type of sale that requires different skills compared to other sales roles you may encounter. Some of the characteristics to illustrate this point are: business-to-business, relationship-driven, long-term, consultative, technical, and value-based.
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When App Dev Makes Sense
3/1/2019
In this mini-autobiography of Joe Pannone, we trace the roots of a hybrid MSP/app development enterprise, see just how intertwined IT services and app development really are, and realize how accessible — and profitable — app development can be for MSPs.