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What two things matters the most in channel development?

The obvious first thing is to recruit more “right-fit” partners. The challenge is finding those who are “right-fit” and building the types of relationships that will drive predictable and sustainable growth. We have no definitive research data, but depending with whom you speak to, between 10% to 15% ends up becoming “right-fit” partners, but less than 3% become “champions” (Results ... Read More »

Hitting a Home Run at ChannelNEXT

Three years in the making. One year of testing. We just went live at ChannelNEXT EAST 2018. A sincere thank-you to all the VARs, MSPs, Coaches and Vendors who had the courage to take this first plunge with us including Datto, Webroot, IT Cloud, Aerohive, Sherweb, PurpleSoft, QNAP, TP-Link, ViewSonic, Idiligo, eMailPlatform, ibiz10 and others! After 15 years of doing ... Read More »

Masterminds meet up to solve channel issues

ESTEREL, QUE. – At the ChannelNEXT East Conference, groups of channel partner executives got together with a business coach to discuss issues pertaining to their companies. The sessions are called Mastermind and the show hosted four groups of eight solution provider executives talking about all aspects of their business. The intention of the Mastermind sessions is to use the collective ... Read More »

The Magic of ChannelNext East 2.0

Something magical happens when you put 8 IT business owners in a room for a MasterMind session.  While some might be competitors, over the course of 2 days, for the new ChannelNext 2.0, every one of them agreed to go all in during our sessions.  Four concurrent MasterMind groups, each facilitated by an expert on Leadership, Marketing, Sales and Best ... Read More »

Five Not-So-Stressful Tips to Resolve Customer Complaints

While much has been said on how to avoid complaints from your customers, they will still happen. Assuming you’re a good person trying hard, being told you aren’t delivering takes your lizard brain from zero to sixty in a flash. You are under attack! Your heart starts pounding, blood flows from the extremities, you feel agitated…your whole body gets primed ... Read More »

The Art Of Building The Perfect-Fit Channel Partners

By now, the fundamentals of channel development are fairly common knowledge. There are different requirements for some types of vendors, but with good experience and effort it’s not too difficult build the right channel programs, tools and partner portals. However, will that be enough for them to come (and stay)? Will that be enough to attract the partners you need? ... Read More »

A new approach to Revenue Driven Marketing for MSPs/VARs

Yesterday, I had a discussion with the Chief Revenue Officer of a modern managed service provider. The company is focused on cloud migration and hybrid cloud for its clients. Its customer segment is companies from 50 to 150 users, and the company has a unique SaaS tool that will fit client requirements. He told me, “Saher, there are only a hundred companies ... Read More »

Improving Success of Change Initiatives

The goal of change is to deliver whatever the desired outcome was that precipitated the change. No company implements a new software system just to complete the implementation. Project management criteria such as on time or on budget are necessary but not sufficient for a successful change initiative. Companies implement software to realize financial gain, whether through increased efficiency, decreased ... Read More »

Protecting Lovers Against Scams on Valentine’s Day

On Valentine’s Day, countless red roses and other gifts are exchanged between lovers. Cybercriminals love to take advantage of this opportunity to steal your money or personal data. They approach their victims through emails with alleged bargain offers for popular Valentine’s Day gifts and electronic declarations of love. Often, the messages contain links to websites containing malicious code or dangerous ... Read More »

Canada’s Best Managed IT Companies Get Recognized

VARs, MSPs and ITSPs who took the Best Managed IT Companies Assessment and scored in the top 50, earned this prestigious award. These channel partners believe in running their business on best practices. They are constantly making improvements. It’s clear that companies that run on best practices will remain successful and lead the next generation of the channel. We congratulate ... Read More »