This article might be a shocker for many. But after interacting with many IT solution providers and CEO’s of technology companies over the last 15+ years, I have a dim outlook for many organizations that fail to overcome these principles. First of all let’s define failure. I am not referring to failure as going outRead more >>

Earlier this week Proctor and Gamble announced that it was banning their employees from using online media services such as Pandora, Spotify and Netflix. The reason… it was sucking up the bandwidth needed to access cloud applications and data. Any solution provider who has implemented cloud solutions has probably run into this problem. Online musicRead more >>

Last week I attended the Ingram Micro Cloud Summit in Scottsdale, Arizona. It was Ingram’s third year of doing the show, but the first that I have attended. I have had somewhat of a skeptical opinion of the viability of distributors to enter into cloud computing. The event had excellent speakers and content. Ingram announced 56 newRead more >>

I think I am becoming a bit cynical on the MSP front. It is not because of my special insight or expertise in cloud computing (well maybe a little). It is not because I am tired of hearing about MSP services and everything that goes with along with it (ok it might be). It isRead more >>

There once was a symbiotic relationship between Telecom VARs and IT Solution Providers. For years this symbiotic relationship has been slowly eroding and turning into an all-out war, each differing entity actively trying to steal clients away from the other, while attempting to offer their competition’s services to their own client base. This battle hasRead more >>

There are thousands of books on how to grow your business, run your business, be a good leader, be more productive, etc…. I know a lot of IT & Telecom solution providers that read all those, attend conferences, but still run their business by “the seat of their pants.” This is understandable in our industryRead more >>

I know I am not alone in thinking that most vendors just don’t get what the channel is all about. For example, take IBM. While fear is mounting in the industry towards software providers, hardware providers, cloud providers …what do they do? I honestly do not know. I have met IBM at many channel events. Last yearRead more >>

February through April seems to be when all the technology associations plan their parties, conferences, and roadshows. While the travel can be hectic, I personally enjoy most of these events. Even through the constant chatter of cloud and managed services, I find the events refreshing for me; they serve as a recharge and a breakRead more >>

For several years I have been keeping in touch with managed print solutions with a 1,000 foot pole. I like the idea of increasing your footprint within a client. Deeper sales penetration usually equals “stickier” clients. But the problem I had with managed print providers was that many were acquiring large managed services practices andRead more >>

There is a lot of debate in the industry about whether solution providers should outsource their helpdesk. Just this week I was at an IT Conference and I heard some providers that were hard core fans and some that were aghast at the idea of outsourcing. I have seen and experienced both sides of theRead more >>