Brian Sherman Posts

What does it take to build a modern channel cybersecurity practice? The simple answer is a plan, a purpose and the right tools.

The supply and demand issue is driving up costs for quality cybersecurity talent. But how much should it cost a company to employ a skilled protection expert? The answer is usually a lot, but the actual amount varies substantially by market and the proficiencies required to do the job. 

Life and technological advance move to fast. That's why the channel and its SMB clients must embrace emerging technologies like IoT, AI, VR, and drones.

SaaS and apps are disrupting the tech marketplace. From new relationship and revenue opportunities to the challenges of end user implementation, channel companies are grasping the reigns and moving full speed ahead.

Girls and women face many hurdles building tech careers. But if Michelle Ragusa-McBain has her way, those obstacles will fall quickly. The community leader and channel professional definitely knows how to build a execute a plan; integrating her work, MBA studies, and a lot of family time into an extremely busy schedule. How does she do it? Read on...

Where should a newly expanding tech company focus? The easy answer is to look for businesses that rely on technology, value their time, and have large enough budgets to make a relationship worthwhile for the provider. But that's not always possible. A combination of financial, geographic and time factors come into play.

The problem few seem to address is the preparedness level of technology firms. From cloud and hardware suppliers to the MSPs that manage hundreds of business systems in a region, will they really be able to help others when a disaster occurs if their own operations are dead in the water (literally and figuratively)? As Irma and Harvey illustrated, the risks can be high.

Few MSPs leverage the full computing power of their own business tools, including the powerful integrations their vendors develop to simplify their operations and their lives. Is time a factor, or is it the failure to understand what value these systems provide IT business owners and their customers?

Why complain about low margin cloud sales? Use those platforms as a lead in to higher profit service sales.

Few great leaders are born with those skills. But with hard work and a positive strategy in place, IT business owners can acquire the aptitude and attitude needed to ensure the success of their organizations.