Howard M. Cohen

55 articles written

Explore

MSPs Can’t Be All Things to All People, So Specialize

Offering too many services can drive potential clients away, so figure out what you're best at and focus there. There was a time when the...

Turning Your Best IT Ideas into Products

It's the “other IP.” Not internetworking protocol, rather intellectual property (IP). While it’s always been important to have a deep knowledge of the first,...

What All Your IT Marketing Should Be About

Many think the purpose of marketing is to talk all about your company. Just look at most websites and you'll see every paragraph begins with...

Maintaining On-Premises IT Infrastructure in Age of the Cloud

Many channel partners claim "break-fix" business is dead. But the need for maintenance, service and support for on-premises IT equipment and software is still...

Why IT Firms Need Content Marketing

What motivates your customers to buy from you? If you're building a quality IT practice the answer is "your smarts"!  IT customers want to engage...

Monthly recurring revenue and the MSP sales cycle

MRR. Monthly recurring revenue. To hear most MSP coaches and gurus tell it, this is the holy grail of being a managed service provider...

Remember to Promote Your Value Proposition

When the majority of channel partners were "resellers" they provided their manufacturer-partners with excellent promotion of their products serving as a highly effective sales...

Vetting Vendors is Key to Cloud Sales and Success for MSPs

You can’t be all things to all people. In fact, you really don’t want to be all things to all people. Most people prefer specialists...