The economic environment continues to change, but finding truly independent advice on what these changes mean for IT companies can be difficult or expensive. As a completely vendor-neutral industry association, CompTIA is committed to bringing you valuable and unbiased information to help you navigate these changes, and prosper in times of turmoil. Join us at … Continued
We work with a number of partners to help them to optimise their overall business and associated vendor engagement. Something that comes up regularly is whether or not a business should invest and create a specialist “practice”. i.e. Security, Cloud, UC, Disaster Recovery/Business Continuity etc. The primary benefit of building a practise comes from the … Continued
Security was tipped to be one of the biggest issues for the Australian IT Industry in 2016 and it seems that current research confirms this has in fact become a reality. CompTIA’s recent report into ‘International Trends on Cyber Security’ reveals some extremely interesting information as to where these threats are occurring the most and … Continued
We all know how important customer service is when it comes to sales and customer retention. But it can be easy to think we totally understand our customer’s needs. For MSP partners, forgetting to uncover customer needs can be a costly mistake. In this article, Stuart Crawford of the MSPMentor provides a very simple analogy … Continued
The arrival of social media has precipitated many changes in the way we consume goods and services and more precisely the way we decide which goods and services (or brands) to consume. This is not only true in the B2C world but has spilled into the B2B world too. Nicohle Gunn of the Incentive Solutions … Continued
Over the years, I’ve had several sales managers tell me their sales people are “coin-operated”. In other words, they are motivated purely by their pay packet. So all you need to do is give reps a sales target, give them a commission plan, and set them loose (and the good ones will deliver the results). … Continued
Sales team compensation plans are a hotly debated topic by both employers and employees alike. Sales people drive revenue for any business so it is imperative they are compensated and incentivised in the best way possible. The question is, what is the best way possible? It would seem that there is no single answer to … Continued
If you have worked in the channel (at a vendor or a partner) in virtually any role, you would have either seen or been a part of SPIFFs and incentive programs of some form or another. You probably have also seen that these SPIFFs and incentive programs tend to be run with mixed results, for … Continued
Early last year we wrote a blog article that introduced you to Dan Pink and his theories on motivation. This was such an insightful video, and tit fitted so perfectly into our topic this month, that we couldn’t resist posting it again. Dan believes that while financial incentives can and often do work to motivate … Continued
Ransomware attacks are one thing that I have started to see and hear more and more of lately. This type of malicious software, designed to block access to a computer system until a sum of money (ransom) is paid, is wreaking havoc for partners and their customers. Recently I was trying to get hold of … Continued
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