Vendors, Distributors and Partners love to talk about being disruptors and innovators. They cite examples of how Uber disrupted the taxi industry, Airbnb the hotel industry, and Netflix the television industry. But how many of the organisations in our industry truly understand what it means to be so innovative that you can completely disrupt your … Continued
If you’ve read our articles over the years, you will have noticed we try to make them interesting and informative without overtly promoting our own services. So it feels strange for me to write this article because I will be blatantly promoting our services at the end. Don’t worry – this article is still going … Continued
‘Solution Selling’ is a term we have all heard a million times before. Anyone who has worked in a sales or marketing related position in the channel has been exposed to either training or at the very least marketing material that is based on solution selling. It has been around for quite some time now … Continued
We are all aware of the amount of change that the arrival of the cloud has brought to the channel and to our industry. We have spoken at length about the changes required for partner businesses as they transition to Managed Service based business models, what happens with their infrastructure and what this means for … Continued
It is often easier for other people to see what is not working in an organisation when they are looking from the outside in. When looking introspectively our thinking is often clouded as we are too close to everything within the business to view things with an objective or alternative perspective. This is why an … Continued
When people refer the “halcyon days” of the IT industry, they are usually thinking of three things – the early 80’s when PCs were $6,000 at 30% margin, the early 90’s when MDF meant “Money for Decadent Functions” or the late 90’s when customers spent more money on technology in 6 months than any other … Continued
While there is so much talk about partners moving their businesses to subscription based models and becoming Managed Service Providers, it would seem there are still many end users who are yet to make the leap to the Cloud. Why is this the case when it seems that at every turn partners are changing their … Continued
The channel supply chain is not as simple as it used to be. The arrival of the Cloud has seen many changes in how businesses go to market, how they are positioned in the market, who they partner with and who they compete with. Last month we explored this concept in the article “This Channel … Continued
The importance and relevance of team work cannot be understated. The majority of us work in teams on a daily basis and/or participate in teams of some description in our own time, for pleasure. This article states that in the current age, teamwork on a professional level has never been more important, and it is … Continued
Channel used to be easy. I don’t mean easy for the average man in the street (who thinks it’s a brand of perfume or something you change with a remote). I mean it was easy for those of us actually in the channel. We all understood how it worked. Vendors sold to distributors, who then … Continued
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