When it comes to selling managed hosting, managed service providers have traditionally focused on large enterprises with big budgets and Cloud plans. However, an increasing number of smaller businesses are recognizing the value of managed services and turning to outside providers for IT support. A recent CompTIA study found 56% of businesses with 100 or…
In the ever changing IT market, intelligent distribution solutions are in hot demand. With new products flooding the market daily, service suppliers are hungry for innovative technology distribution channels to help bring their offerings to the end-user as seamlessly as possible. Meanwhile, at the other end of the spectrum, MSPs that want to differentiate themselves…
Many MSPs and VARs are great at marketing, but for some, marketing continues to be a daunting and nebulous affair filled with buzzwords and hype. Love it or hate it, the reality is marketing is a fundamental (and dare I say fun) part of business. And as the competition among service providers heats up in…
We all know it by now – Cloud adoption is no passing trend. RightScale’s 2016 State of the Cloud report shows that 95% of businesses, regardless of size, are using some form of Cloud, be it Public, Private or (most commonly) a hybrid of the two. Demands for innovation, scalability and rapid growth are driving…
There is no denying the significance of the role channel marketing partners play in today’s IT sector. As Cloud services adoption continues to experience exponential growth, master sellers are searching for new ways to expand their reach and end users are struggling to make sense of rapidly evolving technology and services. The Cloud boom demands…
An ever-increasing proliferation of endpoint devices coupled with the rise of the Cloud and the consumerization of IT has made desktop management more complicated than ever before. Desktop-as-a-Service (DaaS), initially offered up by Cloud service providers, offers Managed Service Providers (MSPs) an unprecedented opportunity to expand their businesses. In this post, I’ll describe the key elements…
“By 2020, a corporate “No Cloud” policy will be as rare as a “No Internet” policy is today.” — Gartner, 2015 In the past, you may have heard the phrase, “Don’t sell the steak, sell the sizzle”. Well, the same rings true for MSPs selling Cloud. In a deeply competitive industry, selling the service isn’t no…
I’ve attended countless events, presentations and webinars on selling Cloud computing — some good, some bad, and some were… well… let’s say “unappealing” is as polite as I can get. One in particular sticks in my mind: a presentation I was really looking forward to last year by a top executive of a huge IT…