The channel keeps asking whether the partner account manager is still relevant. It's the wrong question — and it's quietly letting vendors off the hook for the structural mistakes actually stifling their MSP growth. Every eighteen months or so, the channel rediscovers the same debate: is the
There’s a question I get asked a lot by vendor channel teams. “What’s the difference between Service Enablement and Partner Enablement?” It’s a fair question. The two get used interchangeably, often by people who haven’t really thought about it. They’re not the same. And the
The word partnership gets thrown around more than any other in this industry. Most of the time it means nothing because what’s actually being asked for isn’t a partnership. It’s a better price. Walk into any vendor QBR, any distributor pitch, any channel event and you’ll
In the last post I made the case for why legacy service refresh matters more than most MSPs give it credit for. Now let's get practical. Here are five signs that a service offer needs attention — and what to do about each one. 1. It lacks differentiation Strip
There's a lot of noise right now about what's next. AI-powered this. Autonomous that. New service categories appearing every quarter. Every vendor event you walk into has a "transformation" theme and a slide deck full of things that don't exist yet
"Hype is the enemy of profitable, repeatable managed services." I first made this point on stage at partner summits a few years back. It drew a few nods and a few raised eyebrows, but the line landed. It's a point worth coming back to, because the
Welcome. Let's get back to basics. Hype is good and we need it. Let's get that out of the way first. Hype creates awareness, unlocks budgets, builds business cases and gets people excited about what's coming next. Without it, nobody's buying and