Brian Sherman Posts

Do you remember the days when the IT channel consisted simply of companies reselling hardware and software to customers? While a number of organizations still provide that service—and make money doing it—the overall technology market has changed significantly. These traditional transactions have become more of a commodity these days, as prices and margins declined with customers shopping online and purchasing directly from vendors to get what they believe is the best value. While t ...

When you started your IT services business, did you have a detailed document that walked you through best practices and alerted you to the pitfalls you could encounter along the way? If your experience was similar to that of most VARs and MSPs I know, the answer would be a resounding NO! Most of the successful entrepreneurs in the IT channel built their businesses the old fashioned way; through trial and error. While there are a number of reasons why most companies fail, those who receive advice ...

While the process of answering the phone hasn’t changed a lot over the years, the technology behind the call has transformed significantly—especially for businesses. Efficiency and productivity are being taken to new heights with the latest unified communications (UC) solutions, connecting a myriad of applications and account management platforms to reduce the time required to manage customer calls. Both the technology and business applications continue to advance, which was confirmed by two of ...

The preliminary news on Microsoft’s next version of Windows could lead to several ripples in the IT channel, far beyond its effects on the company’s escalating battles with rivals Apple and Google. According to long-time Microsoft expert and ZDNet blogger Mary-Jo Foley, the software company is on track to release Windows 8 (though this name hasn’t been finalized) in mid-2012, with beta clients getting access to the OS earlier in the year. The big question seems to be how many versions there will ...

Is the latest $2 billion public/private commitment to small business a real opportunity for the channel? The answer may not come until this decade is complete (it’s a 5-year program), but the details are worth a closer look by solution providers, vendors and business customers.Though the word “stimulus” has taken on a somewhat negative connotation with some, IT channel businesses are prospering from the healthcare technology incentives that the federal government enacted in 2009. Could this new ...

The channel is evolving to meet economic challenges and rapid changes in technology, but are women being squeezed out of the industry? According to the latest research, that would seem to be the case.  CompTIA is taking some steps to reverse the trend and appointed two influential professionals to chair the council that will put it into action. Other newsworthy IT channel issues involve the switch to notebooks for business use, with the movement away from desktop PCs, and an announcement that sh ...

Much like cloud computing and managed services, healthcare IT has become an attractive practice for many IT service providers. Attention is on the rise due to the passing of the American Recovery and Reinvestment Act of 2009 (ARRA), which provided incentives for the implementation of health information technology. In turn, the tech community is responding to meet the demand. IT providers with experience supporting physicians’ offices, clinics and hospitals are using these incentives to f ...

Some prominent industry executives have jumped into new organizations and roles the past few weeks and, based on the vacancies created by these defections, additional switches could be on the way. This news is a great sign for solution providers, as several vendors looking to enhance their IT channel programs entice the skilled (and admired) leaders from competitors and other technology companies. With expanded roles and the ability to revamp partnership plans for their new employers, it will be ...

After several years working in the IT channel, both as an industry writer and software company employee, I look forward to attending events where I can catch up with my peers and immerse myself in discussions on essential technology business issues. Conferences tend to energize and inspire those who attend, providing insight needed to make improvements in their business and encouraging additional research on products, services and other topics that could shape their company’s future. In ...

The channel is in a buying mood this week, from MSP business acquisitions to IBM stock, and a new distribution deal that should enhance the procurement process for ShoreTel partners. Is all this activity a sign the economy is back on solid ground, or could this be an indication of industry consolidation and a move to what many consider “safe investments”? You can be the judge, but several of this week’s topics provide fodder for that discussion.   Mergers and Acquisitions Ring in a Strong New Ye ...