Biography
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Profits Drive Loyalty
For any successful solution provider, profitability begets loyalty. In other words, the more a vendor helps drop profits to the bottom line of the solution…
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Changing Channels?
Given the general move toward services of all types and stripes in the channel, you can’t help but wonder if the channel management techniques used…
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Are Distributors Becoming Resellers?
As solution providers across the landscape continue to discover the joys of recurring revenue derived from managed services, the rise of this business model is…
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MSPs Think Like Buyers, Notice NOCs
As solution providers move to add managed services to their portfolio, an interesting transformation begins to take place. Rather than thinking along the same lines…
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Certifiably Crazy
For a fairly long time now most people in the channel have either known or suspected that the certification process is fundamentally broken. The reasons…
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Mastering Marketing
Most solution providers don’t put a lot of credence in marketing mostly because they regard it as a dark art where measuring precious capital investments…
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