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Managed Services: Time to Grow Up? Supposedly everybody's doing it, but when it comes to reaching the full potential of the managed services business model, the industry is still in its infancy. Watching Old Friends Become Enemies Cisco says its unified computing systems -- or virtualized blade servers -- are not intended to compete with existing server offerings by Dell, Hewlett-Packard and IBM. Not only are they a competitive offering, but an example of how vendors are pushing into adjacent markets and turning old friends into enemies. Who Says Silicon Valley's the Startup Hub? Sometimes it's good to go home -- to the Midwest. That's exactly what the execs behind this storage startup did and it's paying dividends in a down economy. Nothing Beats Word of Mouth In the age of social networking, solution providers can spark a word-of-mouth or viral marketing campaign through easily accessible tools. The trick is getting people to remember who you are. Balancing Act: Do Core Products Suffer When Vendors Seek New Markets? If not diligent, leading technology vendors like Cisco run the risk of neglecting the core products that account for the majority of their sales as they ambitiously pursue newer, high-margin areas of focus. PC Sales Require Salesmanship Small and midsized businesses are scarfing up low-price PCs from retailers, only to discover that they didn't get a bargain. VARs must counter this with salesmanship skills to show the value of paying slightly more. Dynamic Web Site Woo Customers Web savvy customers gravitate to Web sites that provide rich, dynamic content and information. They seek resources more than marketing spin. That means you must develop a content strategy that attracts customers and keeps them coming back for more. Behind Cisco's 'Flip' for Video Collaboration At the Cisco Partner Summit, Cisco gave away more than 1,500 Flip HD video cameras to partners. The hope is to spur video collaboration and messaging. It's also designed to increase user bandwidth requirements. Who's Watching Your Online Reputation? Business reputations often take years to develop, but can be undone with a single Tweet. Solution providers should engage with the same social media as their customers to both promote and defend their reputation. Caught Up in Data Center Convergence The current wave of data center convergence presents both an opportunity and a challenge for solution providers dealing with end-user IT staffs that already feel threatened by managed services. Death of the Salespeople The classic & Type A& sales rep will need to reinvent around consultative selling and cultivating long-term engagements with customers or risk becoming a dying breed. Carmakers Provide Performance Warning General Motors' and Chrysler’s decision to shutter thousands of dealerships is an apt parallel of how vendors view their underperforming partners, and how those solution providers could meet similar fates if they’re not careful. 21 Must-Read Books for Business Success We learn from the experiences and wisdom of others. Channel Insider asked successful solution providers what books have both inspired them and have shaped their approach to making their businesses a success. Here is Channel Insider’s recommended reading list, straight from the source the Channel Insider community. Strive for Superior Service Everyone talks about the services revolution, but the reality is that service is a journey, not a destination, and a tremendous differentiator in the eyes of customers. Solution provider success often rides on the quality and continued improvement in service delivery. Staying Competitive in a Downturn Every vendor suffers setbacks and shortfalls in the marketplace. It’s incumbent upon solution providers to align themselves with more than one vendor to ensure they can adjust when products stop selling. Differentiation Drives Value Sales Few things beyond price distinguish commoditized products in end users’ eyes. Solution providers have the ability, if not the duty, to create the value proposition and the market differentiation that will compel customers to invest in new technology. Search Comes to Managed Services Infrastructure investment is one of the biggest obstacles to building a managed service. A services newcomer is making search technology the underpinning of a new low-cost model that solution providers can private label. Take Command of Your Own Destiny More than half of solution providers regret joining vendor channel programs, mostly because vendors failed to deliver on their promises. But is that really the vendor’s fault? Solution providers need to step up and take more responsibility for their success. Working Today's Network Whether you are experimenting with social networking sites like Facebook or LinkedIn, or sprucing up your business's Website, here are some quick tips to keep you on the path to networking success. Is Microsoft Windows 7 the Obama of the OS World? Change is a powerful force, especially when that change is for the better. Can Microsoft Windows 7 bring positive change to Microsoft’s status in the operating system (OS) market and help bring the shine back to the company's tarnished reputation as a market mover?