Implications of the Ansoff Matrix on Channel Strategy

In last month’s article – Not Everybody Wants to Grow – we made a brief reference to the Ansoff Growth Matrix. In this month’s article, we explore this model further, and its implications for your channel strategy. Igor Ansoff was born in Russia in 1918, but is largely considered to be the father of strategic … Continued

Not Everybody Wants to Grow

It may be abhorrent to many vendors, but not all solution providers/MSPs want to grow their business. It may be that they’ve achieved a level of organic growth and profitability they’re happy with, or it may be that the additional investment required may be too great, or it may be a business culture that prefers stability. … Continued

Creating An Environment For Great Virtual Delivery

Over the last few months, we’ve written about the need for companies to transition to a new way of doing business. And like many other companies, we’ve had to pivot to delivering our training virtually, rather than face-to-face. But when we set out to adapt our courses, we didn’t just want to run boring webinars… … Continued

Are Your Business Partners PSYCO?

Usually a Vendor’s primary focus is revenue growth. Channel partners however tend to be primarily focused on measures such as profit and cash flow. These differences are important considerations for vendors and partners alike when considering a partnership strategy. While all businesses are looking to ensure they are profitable, this simple “rule of thumb” business … Continued

Positive Outcomes From COVID-19

Over the last few months there has been much written about the impact COVID-19 is having on employment, business, social activities, sport, etc… most of it negative. This month I wanted to share some thoughts and examples of how the pandemic has had positive effects on the ICT industry and the people that work within … Continued

5 Actions to Boost Your Sales Organisation’s Resilience

As the COVID-19 pandemic continues to unfold, many sales leaders are facing a tough choice: drive as many sales as possible today or prepare for the future. Most sales leaders are trying to do both, of course, but the intense pressures they’re feeling as economies around the world pull back create an urgency to focus … Continued

How to Sell Managed Services to Millennial Decision-Makers

Generational change in corporate culture has never been as dramatic as until present times. In small business environments, these variations are even more visible. Millennials are starting new businesses and revolutionizing old ones. This scenario presents both opportunities and challenges for the IT Industry, as new Young leaders and entrepreneurs become the new decision-makers long … Continued

Forget About Disrupting and Just Get on with it

If “Cloud” was the most overused word in 2016, then “Disruption” would be my pick for this year’s winner. It seems that the mantra for the new breed of workplace warriors is “disrupt, or be disrupted”, and anyone who isn’t turning their business on its head is surely going to end up in the dictionary … Continued

Getting Annuity fit – What a Gym Can Teach The IT Industry

As the IT industry moves further towards an annuity, subscription based model, it is worth having a look at other industries where this business model is more mature as an insight to a possible future landscape for MSPs. One such industry is surprisingly the gym and fitness industry. There are many similarities between the two … Continued

How To Grow Your Business Using Vendor MDF

Author: Grant Cleary MDF – it’s that 3 letter acronym many of us love to hear! Market development funds or MDF are used by vendors in the channel to enable service providers, resellers and distributors to market their products and solutions, and build brand awareness. MDF may be allocated to partners as a percentage of … Continued