Change Management

How To Help VARs Adopt The As-A-Service Revenue Model

Posted on March 12, 2018 in Blog ,Change Management by
How To Help VARs Adopt The As-A-Service Revenue Model

The as-a-Service revenue model has become a common delivery model for many business applications, but that doesn’t make it any easier when trying to convince VARs to utilize it. In this exclusive interview, Suzanne Davis, Director of Channel Sales at Harbortouch, breaks down the benefits of the as-a-Service model and offers advice on how the help VARs transition to it smoothly. BSM: What is the biggest benefit to VARs/dealers of the as-a-Service recurring revenue model? Davis: The as-a-Service business model delivers VARs with a stable, […]

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Better Culture Means Better Business for Tech Companies

Posted on March 5, 2018 in Blog ,Change Management by
Better Culture Means Better Business for Tech Companies

By Ann Marr, Vice President of Global Human Resources at World Wide Technology Given the nature of the industry, most people assume that the things that keep technology executives up at night are related to well, technology. However, in an industry known for high pay and jaw-dropping perks one of the major things keeping technology executives up at night is employee retention. According to Paysa, a company which publicizes salary data, it’s common for people working for major technology companies to spend less than two […]

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There’s a ‘Disappointing’ Lack of Managed Services Contracts in AV Industry, According to These Findings

Posted on January 22, 2018 in Blog ,Change Management ,Improve Profitability by
There’s a ‘Disappointing’ Lack of Managed Services Contracts in AV Industry, According to These Findings

Managed services contracts are still considerably low in the AV industry. This is surprising for a space that’s filled with acquisitions. by Tom LeBlanc “If there was one disappointment” in the otherwise glowingly optimistic results of Commercial Integrator’s and NSCA’s annual Integration Business Outlook Survey, it was that the AV industry transition from project- to service-based revenue isn’t going gangbusters.An inexcusable 20 percent report that they earn zero via managed services contracts. Nearly a third, 30 percent, earn only 1-5 percent of their revenue via […]

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You’re A Recurring Revenue Believer… Now What?

Posted on November 20, 2017 in Blog ,Change Management ,Improve Profitability by
You’re A Recurring Revenue Believer… Now What?

Four MSPs (managed services providers) share marketing and customer retention tips that have made the biggest impacts on their companies’ success. Lots of break-fix VARs would prefer to exchange their unpredictable sales cycles for the stability of a managed services business, but there are a lot of changes that have to happen before that goal can become a reality. The sales model and marketing strategies are much different in a managed services business. And, employee turnover and customer churn can offset any benefit gains if […]

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How to Shape Your Company Culture

Posted on November 13, 2017 in Blog ,Change Management by
How to Shape Your Company Culture

Your company culture drives your company’s success. It’s formed from the values and mindset of your employees and leadership team. When you design a company culture and work environment that your employees appreciate, they’ll care more about their jobs and be more invested in the success of your company. In turn, your business will reach new heights. It’s up to leaders to make sure culture supports your company’s mission, vision, and values. How do you want your employees to talk about your company? How do […]

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Establishing Shared Values and Ethics

Posted on November 6, 2017 in Blog ,Change Management by
Establishing Shared Values and Ethics

by Brad Malone, MA, PMP We’ve all heard how different generations of people (baby boomers, Gen X, Gen Y) work and live differently.  This sometimes causes frustration for those of one generation who must interact with those of another generation whom they deem not to be acting “correctly.” It’s the same type of challenge we occasionally face when working with people from different cultures — their motivations often don’t match our own. Yet what is the definition of acting “correctly” and who determined it?  Why […]

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Employee Engagement is Essential for a Successful ERP Implementation

Posted on October 30, 2017 in Blog ,Change Management by
Employee Engagement is Essential for a Successful ERP Implementation

It has been two and half years since Dustin Campbell took the helm at Adtech Systems, and over that time the company has focused heavily on internal operations. “Our general thesis is you have to have a very strong operational core before you go out and focus on sales and marketing,” explains Campbell. From the beginning, Campbell and his partner Philip Muscatello planned to invest in an ERP software platform. After 18 months of careful planning and preparation, Adtech went live with Q360 in November, […]

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