Brian Sherman Posts

Attendance at conferences and other events, like any work activity outside the office, should be considered an investment. Time is money and, whether you’re the company owner or an employee, going to an industry event or professional training session should result in some type of benefit to your business. While it’s not easy (or even possible, in some cases) to accurately calculate an ROI, a simple check list of objectives for each trip can help travelers qualify the level of their success.

There are several alternate options available to those looking for ways to fund large projects and IT services expansion plans. From alternate “money” channels that didn’t exist a decade ago, to ideas that boost cash flow, there are new ways for channel firms to better leverage traditional bank lending systems (or eliminate the need for them all together).

The best way for today’s IT service providers to differentiate themselves and provide greater value to their clients is to become true experts in the areas that matter most, and IT security is the perfect example. Most small businesses have little, if any clue how to properly protect their data and knowledge in this area is invaluable. Channel firms that can identify and mitigate companies’ unique risks will find themselves in a much better position in the future than those who simply offer tools (which businesses can buy virtually anywhere).

Experts have been predicting the demise of the IT channel for more than a decade, and dozens of others have added to that narrative over the years. The problem with that premise is that the reseller/support segment of the industry has continued to strengthen and morph itself to overcome every challenge that comes its way so far. But there are some significant concerns that could threaten the channel business model as we know it.

When combined with the growing population of “financial entrepreneurs” in the IT industry, the number of prospective business sales will continue to escalate over the next few years. But how long will the demand keep up with the supply? As they say, timing is everything.

Do you have a good understanding of what each of your customer’s employees do with their individual devices and applications? What solutions could boost their productivity or make their work more enjoyable? Successful IT services firms know the answers to those questions — or at least how to find them. Fantastic solutions begin (and end) with the end users.

What will 2017 bring for the IT channel? Providers will certainly continue to assess and strengthen their business models measure the long-term viability and profitability of their offerings, and identify growth opportunities. They will transform and innovate. But which trends will entice IT service providers to make a shift (or at least set the wheels in motion) in 2017? Here are five of the most likely drivers:

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.