Business Management

Recent Articles

  • ConnectWise CEO Whiplash: Looking to Buy AutoTask or Not?

    The PSA market is never dull. It’s filled with a crowded cast of players constantly flexing their muscles to show dominance in the market. Like this week, when ConnectWise acquired the PSA assets—and customers—of CoreConnex in a long-rumored deal that will allow CoreConnex to focus on its financial dashboard business. The muscle-flexing piece is not…

  • Selling Google Apps: One Partner’s Story

    Many solution providers are unsure if there is real opportunity to be had in partnering with Google. The answer is yes. But the ones who will benefit most from the relationship appear will be those willing to make the greatest overall commitment. Just ask Shawn Wilke, president of Sheepdog Inc., a Nova Scotia-based company that…

  • Healthcare Dollars to Be Had For Solution Providers

    Sarah Palin is weighing in on healthcare today, so I figure the topic is fair game – at least from an IT industry perspective. Bottom line, vertical expertise in markets such as healthcare is in demand today and a valuable asset for the channel to have. Solution providers who hone specific industry skills and speak…

  • Tech Support and Customer Service: High-Touch or Phone Tree?

    Calling into a lot of tech support lines these days is at best a chore and at worst a headache-inducing and time-consuming exercise in futility and frustration. Maybe you have an easy problem that can get solved right away by the level-one engineer who answers the phone. But more likely you will go through a…

  • Vendor Incentives: What Have You Found You Can Live Without?

    Vendor-based incentives have long been an integral part of the channel business model. The recession, however, has caused many vendors to rethink how they reward and incent partners, resulting in reductions in front-end discounts and rebates to more stringent requirements for the use of such resources as marketing development funds. These actions are a cost-cutting…

  • Serving Customers What They Need (and Like to Eat)

    Smart solution providers don’t sit on their heels waiting for customers to tell them what they need, because oftentimes customers don’t know or can’t know. As the trusted advisor, it’s your job to understand your customer’s business so that you can make the right recommendations. Education and outreach are key too, especially when major new…