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M&A Fundamentals For VARs

Posted on May 7, 2018 in Around the Web ,Change Management ,Improve Profitability by
M&A Fundamentals For VARs

By Abby Sorensen Advice on selling your business can improve your company now. Every VAR should want to increase recurring revenue, form stickier relationships with customers, maintain organized financial records, and accelerate growth. If you listened to sound bites of Brooke Ybarra’s (pronounced ee-bar-a) keynote presentation at Channel Executive’s Retail IT VAR Of The Future conference in April, you might have thought she was giving advice on how to run a successful IT channel company. Instead, the senior manager at First Annapolis Consulting (recently acquired by Accenture) was […]

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Spinitar Embraces RMR for Predictable Revenue

Posted on April 30, 2018 in Blog ,Customer Success Stories by
Spinitar Embraces RMR for Predictable Revenue

  Adding recurring streams of revenue to your technology integration business will help to develop predictable revenue that can make your company more sustainable in the long run. We often hear from integrators that they are too busy working in their business to work on their business. There is a tendency to just keep executing and move onto the next project, which is how the AV industry has traditionally operated.  This project-based mentality remains pervasive, and it has taken a long time for AV to […]

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The Profit Killer – Unnecessary Process Variation

Posted on April 26, 2018 in Business Process Improvement ,Industry Discussion by
The Profit Killer – Unnecessary Process Variation

By Brad Malone I’ve had the privilege of being an intern under Dr. W. Edwards Deming (I wonder how many readers know the significance of that name without “Googling” it), a Malcolm Baldrige National Quality Award Regional Auditor (same interest as above), and a Certified Quality Auditor via the American Society for Quality. How have these experiences and certifications contributed to my understanding of the AV integration, Live Event and other Systems Contractors business models?   They prove that any human or mechanical action (or process) […]

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How Spinitar Increased Margins by Focusing on Billable Hours

Posted on April 23, 2018 in Blog ,Customer Success Stories ,Q360 by
How Spinitar Increased Margins by Focusing on Billable Hours

Before Solutions360, Spinitar lacked visibility into labor utilization rates, or the percentage of billable hours that employees worked. From an operational efficiency perspective, the company wanted to improve the way it managed its labor pool. Today, with the Solutions360 software platform, Spinitar is able to optimize resource utilization, and do more with less. We spoke with Jay Rogina, Principal at Spinitar, about how the company’s focus on billable hours helped to increase margins. Prior to Solutions360, employees were already posting their hours, but the data […]

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Tame the Anarchy of Innovation with a Process-Driven Culture

Posted on April 16, 2018 in Around the Web ,Change Management by
Tame the Anarchy of Innovation with a Process-Driven Culture

By Ivan Seselj Almost universally, innovation is regarded as a positive force. In fact, in today’s fast-paced business environment, it’s often considered essential for business survival. For example, consider how many businesses — especially in the technology space — now have a Chief Innovation Officer whose job it is to originate new ideas, while recognizing and fostering innovative ideas generated by others. Anarchy, on the other hand, is generally associated with destruction and conjures up images of insurrection, disorder, chaos and mayhem. So what do […]

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Managed Services: What Are You Waiting For?

Posted on April 9, 2018 in Around the Web ,Change Management by
Managed Services: What Are You Waiting For?

It’s tough for AV integrators to make money selling expensive gear, but there’s a better way for them to maintain a close relationship: managed services. March 19, 2018 D. Craig MacCormack OK, what’s your excuse? We’ve been telling you for years that your competitors are offering managed services and yet you’re still not doing it. We even chose our 2015 Integrator of the Year in part because of their proficiency in literally thinking outside the box and working to perfect their recurring revenue model to […]

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The Impact of M&A on the MSP Market

Posted on April 2, 2018 in Achieve Business Growth ,Around the Web by
The Impact of M&A on the MSP Market

By Arlin Sorensen, CEO and Founder of the Heartland Companies It’s all the rage right now. Everyone seems to be a buyer or seller; some are even trying to play both sides of the M&A puzzle. It is hard to find anyone who is not actively considering M&A as a strategy for growth or exit. And while it may be exciting and the seemingly best option for growing or transition, it also comes with some baggage that can become detrimental if not managed well. One […]

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