Time to focus on customer renewal rates in age of the cloud
When it comes to selling IT solutions in the age of the cloud, the biggest change for IT service providers is the emphasis that needs to be placed on customer renewal rates for services that are sold as a subscription....
The growing importance of security breach incident management
How an IT organization handles a breach is now arguably more important to the business affected than all the time and effort they put into preventing one from happening. In this day and age, some kind of breach is now...
Geoffrey Moore shares advice on how to cross the IT selling chasm
When it comes to selling an IT project, many IT vendors and their partners have come to appreciate that the part of the budget controlled by the internal IT organization only represents a few percentage points of the total operational...
Ransomware exposes poor data management hygiene
As ransomware attacks continue to proliferate, the soft underbelly of IT — how organizations often manage their data in a cavalier manner — is finally being exposed. Ransomware combines social engineering techniques, malware, and encryption to take an organization’s data hostage. As...
The FBI wants to see your malware
The Federal Bureau of Investigation (FBI) would like IT services providers and their customers to share their malware with them. As part of its ongoing efforts to combat cybercriminals, the FBI has developed a massive database of malware that it...
Are you a victim of service catalog sprawl?
The number of catalogs the average organization is able to provision services through is starting to spin out of control. A new survey of 766 technical support professionals conducted by HDI Research finds that 85 percent of IT professionals now identify...
KeRanger brings ransomware to the Mac
Not too long ago one of the benefits of using a Macintosh for work was that there wasn’t enough of these systems in place to make it worthwhile for hackers to target them. Fast forward to today, and the growing...
Why MSPs should target companies that aren’t market leaders
When it comes to drumming up new business, just about every IT service provider knows to segment opportunities by vertical industry. But rather than going after the market leaders in each vertical segment, IT service providers might be better off...
Locky malware creates potential IT security nightmare
Most IT service providers that have any experience with IT security knew it was only a matter of time before a ransomware exploit wound up taking an organization’s data hostage in a way with no known remediation. Taking advantage of the...
Cybersecurity attacks against IT service providers get more advanced
Like any pirate, most cybercriminals prefer easy targets. So, while the number of attacks continues to increase, the majority of them are looking to exploit vulnerabilities that are easily defended. A new report from Arbor Networks suggests that the number of...
