Len DiCostanzo 1

Cloud Services: Only One Part of Your IT Services Catalog

• February 14, 2011

Even while traveling through sunny Southern California this month, I couldn’t help but notice the fog from cloud computing is growing even thicker. The scramble for IT service providers to understand what the cloud is, teach what the cloud is and bring cloud offerings to market is in full swing. Perhaps most interesting is how […]

Four Critical Stages to Securing A Customer for Life

• November 19, 2010

Becoming a Managed Service Provider (MSP) has been a hot topic for several years now; so much so that I heard a comment at a recent conference that managed services is now a commodity offering. Everybody is doing it, and whoever is jumping in now is way too late. My opinion? Not so fast! Here’s why.

Why IT Services Pricing Can Make or Break Your Business

• November 3, 2010

I am just back from a few weeks on the road presenting at several partner events. I was energized not only from meeting lots of our customers in person, but seeing the energy in the community.

Solution Sets: How to Combine Products & Services for Profits

• September 23, 2010

You may have started your IT company as an IT consultant, selling professional or technical services by the hour. Typically, you’ll let your clients buy products from another source, maybe even a source you recommend, because you feel that it’s just too hard to make money with all the competition and small margins. Well, the times are changing.

Back to the Future for IT Product Sales

• August 16, 2010

During my 20+ years as the founder and CEO of a successful IT solutions company, I saw first-hand the importance of evolving our business models to meet the needs and capabilities of our clients and our own companies.  And, as I work with our customers and countless others in the channel now, I see that the more things change, the more they stay the same.

Here’s why…