Recent Articles
-
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…
-
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…
-
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…
-
The New Software Provider Business Model – Toolsmith
Value-added resellers (VARs) long ago morphed into managed service providers (MSPs), and with that change went a lot of easy revenue – it was no longer easy to add new revenue by adding another vendor product to your lineup. That makes finding new sources of revenue an ongoing challenge for MSPs, and there the challenge…
-
Managed Service Security Providers (MSSPs): Making the MSP Switch
You hear it all the time. It’s no longer enough to be merely a managed service provider (MSP). It’s time to graduate to managed security service provider (MSSP). New publications have emerged to promote it. They make it all sound easy. After all, how hard is it to install a firewall, right? See Just How…
-
Are You SURE You’re Profitable?
Profit. One of your favorite words, and something that’s easy to figure out when all you’re selling are things. Things are sold to you by manufacturers or distributors at a specific cost and you sell them to a customer at a price higher than your cost and it’s very likely you will generate a profit.…
