Recent Articles
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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 alive and well. That opportunity can still be monetized without having to make extensive investments in tooling up. Here’s how. There’s an old joke about getting a great deal on a…
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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 services from people who know what they’re talking about. How do you prove you do? Show off your smarts in content. That’s the heart of content marketing, showing customers you…
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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 (MSP). The ultimate goal. Yeah, not so much. I don’t know about you, but I’m not sure getting a fraction of the fee every month for the next few years is…
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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 and marketing arm. Today, the cloud providers they partner with depend upon them for similar promotion. But channel partners need to remember to promote themselves! In a recent article here in…
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MSP Prospects Finally Start to Brighten
Prospects for managed service providers (MSPs) going into 2021 appear to be rising across a wide range of potential customers. A survey of 1,200 SMB and midmarket business leaders conducted by cloud data recovery specialist Infrascale suggests that the need for greater security is pushing organizations toward MSPs regardless of some recent high-profile breaches involving…
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When Channel Partners Get to Resenting Channel Account Managers
There actually came a point when a particular largest software company in the world had just about all its “Managed” partners ask to leave the “Managed” program. Why? It all came down to the expectations the best partners have for the channel account managers (CAM) or partner account managers (PAM) assigned to them. For those…