Strategize and Sell: A Two-Pronged Plan for Services Transformation

Strategize and Sell: A Two-Pronged Plan for Services Transformation

Channel partners in the midst of transforming their businesses from transactional resellers of products to purveyors of recurring-revenue services like managed print face some universally disruptive realities. The math behind the services go-to-market model is far less forgiving of inconsistent business planning and it demands significant attention to both account retention and net-new engagements. Over… Read more »

Vertical Leap: Cashing In on Finance IT Services

Vertical Leap - Cashing In on Finance IT Services

Eighth in our series of Vertical Leaps It’s well established that infamous American thief Willie Sutton never uttered the celebrated line attributed to him that he robbed banks “because that’s where the money is.” But he wouldn’t have been wrong if he had. And for those of us who prefer to keep our enterprises on… Read more »

Six Must-Have Print Management Software Features

Six Must-Have Print Management Software Features

Like a conductor holding sway over a symphony, print management software provides the framework and the guidance solution providers need to orchestrate a successful managed print services (MPS) offering. And just like selecting the appropriate maestro, partners mulling management tools need to consider the desires of the audience and the and the special skills and… Read more »

Regulatory Compliance in a Document Heavy World

Regulatory Compliance in a Document Heavy World

We spend a lot of time here at Channelnomics telling managed services providers that the secret to healthy, long-term customer engagements requires in-depth knowledge of the client’s business. For the most part that entails understanding their systems and their processes so well that aspects like their printing and imaging needs are instinctive … a matter… Read more »

Chicken and Egg: What BTAs and MSPs Can Learn From Each Other

Chicken and Egg: What BTAs and MSPs can learn from each other

In most every discussion we have with partners about the prospects for managed print services (MPS) as an adjunct practice to existing offerings, the question arises: Who is better suited to deliver managed print — the Managed Service Provider (MSP) experienced in the ways of services, or the traditional print VAR steeped in traditional printing… Read more »

Vertical Leap: Powering Up Energy and Utilities Sales

Connect and Expand - Vertical Leap - Powering Up Energy and Utilities Sales

Seventh in our series of Vertical Leaps Few businesses can boast the ubiquity of the energy and utilities sector. When these organizations talk about keeping the lights on and making the trains run on time, they mean it quite literally. Power and connectivity are such universal forces that it’s easy to underestimate or overlook them…. Read more »