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Jul 25, 2014
Commentary

From Wrongboarding to Onboarding: How to Get Engagements Started Right

Onboarding represents such a critical point in the managed services engagement. It’s a time when you have to move from selling to actually delivering on your claims and commitments. Once the deal has been signed and the onboarding process starts, your clients are very eager to see you prove them right. Here's what to do -- and what not to do....More
Jul 25, 2014
Commentary

Overcoming the Challenges of Migrating to a Managed Services Model

Resellers, integrators and traditional, product-oriented solution providers have been migrating to the managed service model for at least a decade, and that transition will continue as more and more companies opt to become MSPs. Given that managed services are outperforming the overall IT market, this is no surprise. Companies considering a move to the managed services model should understand that it's a different business landscape and become familiar its distinguishing features....More
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