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What can the IT channel learn from the sports industry?

With the recent Raptors win of the NBA Eastern finals, Toronto erupted as fans of every type, joined in the celebration. If you live in Toronto, you could not avoid this celebration. Strangers doing high-fives with each other on top of the screaming, honking and giving the thumbs up were just some of this deeper sense of community. It’s wonderful ... Read More »

What helps you decide which channel events to attend?

Is it the… Theme? Topics? Speakers? Exhibitors? Content? Location? Organizer? Reputation? Venue? Duration? Peer-to-Peer networking? Parties? News media coverage? Habit? Influencers? Past Experience? Cost? Want to know what your peers consider when deciding? Please take this 30-second survey and we will send you the results for free! You can also share your comments… Last time I counted, there were about ... Read More »

Is the tail wagging the dog?

By Channeliser You need to “Socialise” with ALL your partners, not just the managed minority. For vendors and distributors who wants to shake the “long-tail” of inactive partners into action, you need the technology tools to engage and socialise. And I don’t mean send tiresome tweets and potted posts and neutral newsletters in the hope that something sticks, but targeted, ... Read More »

The Perfect Guide When Your Employees Are Calling Sick

By Aline Ayoub Whenever an employee working for you is away from work due to illness, it’s often causing some degree of frustration.  Because unexpected absences, can be detrimental to the productivity and efficiency of your operations. Furthermore, there are direct costs associated with paid sick leave or other benefits. And there is also the cost of other employees working ... Read More »

How Toxic Employees Can Keep You Out of Trouble

By Aline Ayoub Avoiding a toxic hire, or letting one go quickly, delivers $12,500 in cost savings. A Harvard Business School study of more than 60,000 employees found that “a superstar performer–one that models desired values and delivers consistent performance” brings in more than $5,300 in cost savings to a company. Amazon is known for its demanding work environment and because of ... Read More »

13 Winning Moves For Channel Partner Playbooks in 2019

Many channel partners ask me one simple question. What should I do to grow my business? I have spoken to hundreds of the most successful MSPs, VARs and ITSPs on the planet and I do have a presentation on the Top 10 Secrets Of The Most Successful Channel Partners. I think you can still view my presentation that I did ... Read More »

Putting Partner Marketing Development Funds To Good Use!

Every channel partner have access to some form of Marketing Development Funds (MDF) from vendors and distributors. Typically, the amount of MDF ranges between 1% to 3%, but there is no absolute rule. Distributors currently manage a lot of MDF on behalf of the vendors and has the responsibility to process claims from partners based on certain terms and conditions. ... Read More »

Blindspots of Channel Managers

Anyone who works in the IT channel business knows that it is one of the most complex jobs on the market. The average stay is under 3 years. There are so many moving parts in the channel game, that it is a daunting challenge. Yet, technology vendors need the channel to market and sell their products everywhere. On top of ... Read More »

Price vs Value

We all know the saying:  You get what you pay for.  Yet, with such widespread knowledge of this saying, why are so many companies racing to the bottom with price? “Price is what you pay, value is what you get” – Warren Buffett The IT sector is no exception.  The barrier of entry to be an MSP is a Computer ... Read More »

Many have asked me this question, so here is my short answer…

I should preface this by saying the definition of a VAR, MSP, ITSP, ISV etc continues to blend. So whatever you call yourself today, may not be what you call yourself in the future. Have an open mind. Maybe the new term will be “Technology Business Advisor” or “TBA” (a.k.a. “To Be Announced” :o)). My 5 point answer… 1.    Do not ... Read More »