Welcome back to another Friday recap! We're ready to disrupt the channel... I'm serious this time! As any good entrepreneur does, I took a long, hard look at the industry in which we operate—the global IT channel—to figure out what needs to be disrupted. It was a long, arduous, and painful process. I spoke with dozens of MSPs and technology vendors to see what constant source of friction needs to be eliminated from our marketplace... and then it hit me! PRMs. The partner relationship … [Read more...] about Not All Success is Pretty | Get Ready for a PRM That Doesn’t Suck!
If you’re an IT vendor, I know you’re looking to snag your dream MSP. Unfortunately, so are tens of thousands of others. If closing the deal seems like a bit of an uphill battle, you’re mostly right. There’s tough competition and tons of options. However, figuring out what to say to attract, hold the attention of, and get a second meeting with that MSP you’re just dying to close, really isn’t rocket science. Five Elements of a Great Pitch I’ll also note that a pitch can be a … [Read more...] about Working on Your Sales Pitch? You Need My Top Five Tips to Make it Great.
Did you know I have two kids? A daughter in middle school and a son in high school. My daughter is bright and outgoing and already exhibits great business instincts, and my wife and I raise her (and her brother) to believe they can and should be able to pursue any career they want. Here is the challenge… I work in an industry that has lagged behind others when it comes to promoting equity across both race and genders. We need to change that. Hiring for Success Channel Program is growing … [Read more...] about Diversifying Your Hiring Practices
If you’re part of the IT channel, you know it’s not exactly a warm and fuzzy place. MSPs are often quick to throw an under-performing vendor under the bus; vendors badmouth MSPs for being disloyal; and both groups can criticize and call out their own respective members. I’ve been in this game for a long time. And I know it can be cut-throat, fickle, and mean-spirited. But I believe strongly that it doesn’t have to be that way. And that there are signs that things are changing. The … [Read more...] about Lessons from Tampa: When the Channel Works Together.
I’m writing this in my car while I wait for my son to finish hockey practice. I’ve got a zoom call in 15 minutes, I need to prepare for a podcast I’m guesting on, I have resumes to review, some planning to do for the next Channel Pitch event, and I really need to go over some strategy and marketing plans we’re developing with my new CMO. I think I’ll grab some dinner at some point. My newest project, Channel Program, has grown from just two people (me and my business partner, Matt Solomon) … [Read more...] about I Love the Start-Up Grind. Here’s Why.
My first instincts aren’t always right. In 2014, when I first met Matt Solomon, my Channel Program partner, he was interviewing to join me at Winvale, my first consulting company. And, well… I didn’t really like him. Matt loves to tell the story: “Apparently the VP of Sales liked me, but then Kevin interviewed me and told the VP that I ‘wasn’t a closer.’ And he was unsure about hiring me,” he says, a bit of a grin on his face. “Not until we launched and then started growing, did Kevin start … [Read more...] about A Chat with the Channel Experts: Revolutionizing the Way We Interact