Brian Sherman Posts

Which stories were of most importance to the channel in 2016? With so many to choose from, we narrowed it down to the five that should have a major impact on the IT industry for years to come.

Are consumer tech products and applications a concern, opportunity or both for the channel? Providers may not have to integrate or support every device someone brings into the workplace or every solution uploaded on a laptop , but they should have a say in how they are used or deployed. The consumerization of IT definitely presents new challenges to solution providers, but those who understand its value to their clients will reap the rewards from delivering additional network, security and support services.

With the flurry of events, activities and resource introductions in 2016, this is a great point to take a step back and reflect. What were some of the resources CompTIA members valued the most in 2016? With hundreds of research reports, education guides and IT business tools to choose from, it wasn’t easy narrowing it down to a Top 10 list, but we did.

Attendance at a conference won’t build you a new vertical. But it will help providers understand how crucial the cloud is in that process. Or should I say it makes the move to verticalization much easier for many IT services firms, lowering the cost of entry and increasing their solution options. That also reduces the associated risks and gives them a platform to use with similar customers.

Change is a necessary component of every business, especially for those in the IT industry. Innovation and complexity require continual transformation today. Those who don’t keep pace may quickly find themselves behind the competition. They may also end up losing that “trusted advisor” and “chief innovation officer” status their customers have anointed them with. So how can IT services providers boost their capabilities and reinvent their businesses for the future?

How important is your company's reputation? A brand with broad customer support is a real differentiator when competing for new business, while a less than stellar record of achievement puts them at a significant disadvantage. Do you understand what it takes to control the narrative when something threatens your message or brand?

Partnerships are a crucial element of the IT channel and they come in all shapes and forms. But how can solution providers possibly be expected to work effectively with the dozens of vendors in their supply chain? The truth is, they shouldn’t.

What many providers fail to remember is that their customers’ protection concerns often go beyond the network. Ensuring a safe and secure workplace is just as important of a responsibility, and not something they would just hand off to anyone. They look to those they not only trust, but who have the necessary skills to support their physical security systems and strategies. The question many in the channel continue to ask is if these technologies present a viable opportunity for their business. In many cases, the answer is a resounding "YES."

Businesses are becoming highly dependent on the cloud today. So much so that many of the activities they’re involved with come to a grinding halt when it’s not available. For IT services providers that's both a blessing and a curse, depending on their capabilities and bandwidth. What are the real opportunities and concerns?

With Halloween almost here, what could be scarier than building a cybersecurity practice? Those who go down that road should certainly approach it with eyes wide open. Risk will undoubtedly increase. That’s what happens when you take on such a crucial responsibility for clients; they expect nothing bad will happen to their data or their networks. Those expectations should drive higher margins ̶ but they have to be able to deliver to reap the rewards.