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Latest Question: What is the growth potential for this market?

Answer: At the current time the fastest growing services within MPS are the following... Continue Reading

ECM EDITOR'S NOTEBOOK

  • Recommended VAR Reading: The Challenger Sale
    Recommended VAR Reading: The Challenger Sale

    I read The Challenger Sale about a year ago and have been testing its principles and techniques whenever I can. I think the business-to-business sales methods taught in this book are the real deal and could have a significant impact on VAR organizations as they strive to be trusted advisors.

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ECM PODCASTS

  • Is Your Scanner Too Fast?
    Is Your Scanner Too Fast?

    In this podcast we spend some time talking about scanning and capture and the fact that what happens before you capture the data is just as important as capturing the data itself, more along the lines of a migration, away from feeds and speeds to efficiency and possibly some things in that realm you may not have thought about before.

  • Thinking Beyond The UPS
    Thinking Beyond The UPS Ramesh Menon, Global IT Channel Manager for Eaton Corporation, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview.
  • How Managed Services Can Grow Your Business
    How Managed Services Can Grow Your Business Justin Crotty, VP of Services North America for Ingram Micro, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview.
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ECM VIDEOS

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ECM EXECUTIVE COMMENTARY

  • From Peer Power: M&A As A Growth Strategy
    From Peer Power: M&A As A Growth Strategy

    Without a doubt, one of the hottest growth tactics in the IT market right now is the use of  mergers and acquisitions (M&A) as a strategy. Having done seven of these transactions during the time I owned an MSP, there is no doubt that I’m a believer in the tactic as a great approach to growth. 

Hiring In The IT Channel: Finding People With The Right Skills Is Just The Beginning

Hiring In The IT Channel: Finding People With The Right Skills Is Just The Beginning

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.”

Sales Is Still A Numbers Game

Sales Is Still A Numbers Game

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.

Channel Sales Vendor/Partner Relationships: What Vendors Want (Part 3)

Channel Sales Vendor/Partner Relationships: What Vendors Want (Part 3)

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.

Advice After The Joplin Tornado: Put A Disaster Recovery In Place Now

Advice After The Joplin Tornado: Put A Disaster Recovery In Place Now

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.

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