Brian Sherman Posts

After several years of discussing the benefits of UC (unified communications) with solution providers, it’s clear that many, including some of the largest MSPs, still haven’t found the right solution to offer their customers. While some indicated questionable value for their clients and others were concerned about potential competition from telecoms and cable companies, most thought the opportunity was limited.UC is one of those unique categories in the technology field, much like the POS (point ...

When sitting amongst attendees at IT channel events, I typically ask which sessions are “must see” on the meeting agenda. Whether looking for real takeaways for their business or attempting to gauge future opportunities, the panel discussions are often at the top of their schedule. After attending a number of these interactive group discussions, I began to understand their appeal—especially when the topic is pertinent and the panelists are willing and able to share valuable business insight.Of c ...

According to a CompTIA research report released a couple months ago, business executives have become increasingly concerned with protecting access to their companies’ information systems and the data they contain. Whether driven by new rules and regulations, or well-publicized news of critical breaches and their repercussions on organizations and their clients, a majority of decision-makers are taking note of the value of an effective IT security program.And the awareness level is escalating rap ...

Just 10 short years ago, the vast majority of solution providers followed the traditional reseller business model. As their client base grew, the number of employees and resources needed to support the new business grew just as quickly, since repairs and maintenance typically required sending personnel onsite to accomplish each task.Help desk and emergency service calls often required lengthy calls, providing step-by-step instructions to collaborate with end-users to fix issues before rolling a ...

“No single company has a monopoly on good ideas.” That’s a common phrase within the HTG Peer Group community, espoused in almost every facet of the organization, including its members and the numerous activities they participate in. The expression signifies the vast knowledge and ingenuity resources that each of their 25 teams can leverage to improve the success of their collective businesses. While peer group members do share information on the latest technology opportunities, the key value pro ...

If you say Steve Jobs and Bill Gates, it’s likely that the majority of people will know who you’re talking about, or at least able to name the companies they were instrumental in building. Both are often described as “legends” or “royalty” in the eyes of the IT community, individuals who made their mark in the computer industry and, through their efforts, changed the lives of millions of people. Achieving a level of career distinction in the IT channel is extremely different, with the largest co ...

“Entrepreneurs innovate. Innovation is the specific instrument of entrepreneurship. It is the act that endows resources with a new capacity to create wealth.” That quote from the celebrated management theorist Peter Drucker illustrates not only the business opportunities available for manufacturers (such as IT vendors), but emphasizes that a distinct process is needed for solution providers, distributors and other professionals to get the most out of their creativity.You don’t have to invent the ...

Until recently, the cloud for solution providers was a lot like an NFL draft prospect to their future team: a lot of discussion and tremendous potential, but no tangible results. But it’s really more than just a “buzz word” bandied about by the tech community to confuse end-users and reduce channel margin. Cloud services are finally becoming a significant source of revenue and business growth for solution providers and vendors. It’s become readily apparent over the past few years that there’s a ...

There’s nothing like spending a week meeting face-to-face with some of the brightest minds in the IT services industry to get a firmer grasp on the biggest challenges facing solution providers. Despite what some say, there is no better way to connect and share valuable information than live personal interaction. That same principle applies to clients and prospects, but due to cost and time constraints, that kind of type of contact isn’t always possible.Of course, the next best thing to an in-per ...

Believe it or not, some solution providers scoff at the opportunity to support their clients’ printers and copiers, seeing it as more of a distraction than a true business opportunity. In a world filled with distractions, they’d rather keep their eyes focused on the networks, computers, servers and applications with which they’re more comfortable. The print functions are a forbidden fruit that many solution providers would rather leave to the “dealers.”Of course, over the past few years that “ot ...