Category: Business Process

02

Jul, 15

Conquer Inefficient Business Activities with CRM

Most IT solution providers (ITSPs) can vouch for the fact that a normal work day is synonymous with terms like “fast-paced” and “hectic.” One reason successful channel companies are able to thrive in this type of environment is that they learn to work at a high level of efficiency, which entails among other things eliminating redundant […]

01

Jul, 15

The Real Reason Your Cloud Sales Are Stagnating

One of my most memorable interviews over the past year was with David Malcom, VP of managed services at Computer Services, Inc. (CSI), a $213 million IT solution provider focused exclusively on the financial services market. In 2011, following the acquisition of a 100-employee MSP, CSI was able to quickly adapt its business to this […]

01

Jul, 15

3 Cloud Sales Objections You Must Overcome

It’s more apparent than ever that cloud computing is not only picking up momentum, it’s also a key component driving other industry trends such as mobile computing and the Internet of Things (IoT). With that said, you can’t capitalize on any of these exciting trends if you don’t first learn how to sell cloud. One […]

01

Jul, 15

Are Your Salespeople “Sold” On the Benefits of Cloud?

Whenever IT solution providers (ITSPs) do a serious revenue comparison of an on-premise IT solution vs. a cloud IT solution, the latter business model eventually supersedes the former by a long shot. Just because business owners recognize this fact, however, doesn’t mean their salespeople will. I know an MSP who invested tens of thousands of […]

01

Jul, 15

2 Signs Your Customer is Ready for Cloud Services

Not all of your customers are ready to buy cloud services right now. But, some are, and it’s important that you recognize the tell-tale signs. Following are the two biggest ones you should pay attention to in order to capitalize on this low hanging fruit. Sign #1: Aging Systems Do you have customers that are […]

18

Feb, 15

How Break-Fix Customers Harm Your Managed Services SLAs

David Pence, Founder, Acumen IT Like many other IT solutions providers, David Pence, founder of Acumen IT, felt the impact of the recession a few years ago. Looking back, Pence says that the upside of this difficult period was the deep business analyses it led to and the important changes that followed, which are driving […]

12

Feb, 15

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Take Your IT Professional Services To New Heights

Joe Pelonero, Senior Sales Manager of North America, Ingram Micro Professional and Training Services Division As an IT solution provider, you’re probably well aware of the fact that trying to differentiate your business on the hardware or software brands you sell alone can be a difficult — and losing — proposition. In today’s competitive landscape, […]

30

Jan, 15

Highlights and Sound Advice from CompTIA’s 2015 IT Outlook

One of the most highly anticipated reports of the year,  CompTIA’s IT Industry Outlook 2015, was published earlier this week and included some noteworthy mentions about the cloud, the channel, and the overall IT forecast. For starters, the global IT industry is projected to grow 5% this year, according to the report, which would put the […]

21

Jan, 15

3 Things the Top Earning MSPs Are Doing

After barely turning a profit for years, and then finally realizing success one of the most common realizations business owners come to is that things turned around when they started working on their businesses and not just in their businesses. Business Solutions’ latest survey further corroborates this finding. And, what are the three signs a VAR or MSP business owner is working on […]

15

Jan, 15

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Are You a Shrewd IT Vendor Manager?

Most VARs and MSPs recognize that expanding their services offerings is a smart and necessary solution for achieving growth. And, when you can achieve a 99% customer retention rate as Alura Business Solutions has done, it suggests your customers like you and are likely to go with your recommendations. But, with a bigger line card […]

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