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Women Of The Channel 2019: Solution Sellers Share Team-Building Tips
by Donna Goodison
‘When you have sales reps that work with us, and they have a quarterly quota, they don't see the vision of things that will take 12 to 18 to 24 months,’ says Kelly Ireland, CEO of CB Technologies. “Please balance them to have long-term goals and short-term goals. We don't sit there and work with them for low-hanging fruit. We go after winning projects that have outcomes for our clients’ -
TechSelect 2019 Conference: Tech Data And Partners Seeing Dramatic Business Growth
by Joseph F. Kovar
Tech Data will be investing in its TechSelect community of 400-plus solution providers in such areas as IoT and analytics, cloud and security as the distributor looks to the community for continued growth, says Marty Bauerlein, senior vice president of North America sales. -
SHI Acquires Corporate Training Group, Looks To Improve Customer, Internal Training
by Joseph F. Kovar
SHI International has worked with Corporate Training Group for about 15 years to train customers and its own personnel, and hopes bringing CTG in-house will add flexibility and scale to its training activities and boost its professional services. -
AI’s Rise Raises Control, Bias Issues: SAS Institute
by Joseph F. Kovar
Artificial intelligence is increasingly developed based on learning from patterns rather than human coding, a situation that raises questions about the risks of relying on AI to make decisions, Oliver Schabenberger of the SAS Institute told attendees at Nvidia GTC. -
MSP Touts IoT Opportunities To MSPs
by Joseph F. Kovar
MSP Urban Digital Solutions' Anthony Pisano said that MSPs, who already own their customers' networks, should quickly embrace IoT, especially the "low-hanging fruit" such as IP-connected video, audio, and security devices. -
The MSP Business Is Evolving, And That Means Nothing But Opportunities
by Joseph F. Kovar
Datto's Michael DePalma took the XChange 2019 stage not to talk about Datto, but about the key trends that will impact how managed service providers will do business in the future. -
How Channel Leaders Can Avoid The Worst Sales Mistakes And Win Every Time
by Donna Goodison
‘Salespeople talk too much, they sell too soon, and they don’t take enough time to understand their customers,’ sales training coach Chris Bennett tells channel partners at The Channel Company’s XChange 2019 in Las Vegas. -
Building A Culture Of Trust Is Critical In A Fast-Changing World
by Joseph F. Kovar
Three fundamental elements of trust—competence, authenticity and empathy—are key to leaders looking to do well in a world where technology changes are happening at ever-increasing speeds, according to Joe Bassani, a leadership coach at UTC Partners. -
How 'Moneyball For Business' Can Solve Your Employee Engagement Woes
by Kyle Alspach
Brandon Kinsey, president of Kinsey Management LLC, says that analyzing data on what drives your employees is the key to engaging and retaining your employees. -
Solution Providers Urged To Show Their Caring Sides To Win Word-Of-Mouth Referrals
by Donna Goodison
“I think caring got lost along the way in sales,” Breakthrough Champion CEO Matt Ward said. “What does work is showing up in the conversation with people. It matters.” -
Next-Gen MSPs Must Master Problem-Solving
by Gina Narcisi
"I really like to solve problems that customers didn't even know they had," Jeanette Lee, senior director of product solutions architecture for Ruckus Networks, told partners at The Channel Company's XChange 2019 in Las Vegas. -
Author Kevin Brown: Be A Hero By Helping Others ‘With No Strings Attached’
by Kyle Alspach
The author of “The Hero Effect” said during his XChange 2019 keynote that it’s not enough just to satisfy customer needs--businesses should be striving to create an “exceptional experience” that goes beyond expectations -
View From A Mid-Market Customer: Help Us Save Money, Gain Expertise
by Michael Novinson
The average salary for a cybersecurity expert today is $137,000, which presents the channel with an opportunity to save businesses money. -
5 Tips For Working With Contract Engineers
by Rick Whiting
Hiring engineers on a freelance basis can provide plenty of benefits to solution providers but do bring risks. Here are five tips for working with contract engineers.
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