Executive Briefs

  1. Why Large IT Organizations Need to Automate Legal Contract Management Processes

    By Tracy Fawcett In today’s high-volume, low-margin warranty renewal environment, many OEMs and channel partners are focused on the extension of value-added services to the global marketplace. But while an expanded market presence offers significant opportunities for growth, it also introduces a variety of risks and challenges – not the least of which is the… Read More

  2. How VARs Can Leverage Enterprise Asset Management to Become B4B

    By Claire Millsap In B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationship,authors J.B. Wood, Todd Hewlin, and Thomas Lah describe a fundamental shift in how enterprises do business. Analyzing interviews with more than 300 suppliers, the authors found that increasingly, customers do not want to buy tools: They strive to achieve business outcomes…. Read More

  3. VARs “Lean” on Proactive IT Asset Management to Increase Agility

    By Tina Lux For the past two decades, leading companies have leveraged Agile and Lean methodologies to increase value and reduce waste as they develop IT systems. Now, SaaS companies, VARs and distributors are applying the same principles to their businesses as they strive to achieve better outcomes – for their businesses and their customers…. Read More

  4. Smart Service Contract Management Unlocks Sales Opportunities

    By Tina Lux-Boim Most, if not all solution providers know that service maintenance is the guardian of their customer’s IT investment, not only in a traditional sense for hardware—servers, mobile devices, PCs and networking—but also for software and services as well. Business IT managers know it, too. It’s no secret that service contracts add value… Read More

  5. A Business Leaders Perspective – Achieving a Sustainable Competitive Edge While Building an Annuity-Based Stream of Revenue

    By Tina Lux-Boim For the past several years, companies have been feverishly reducing headcount, heavily controlling unnecessary costs and delaying important investment decisions. Unfortunately, the aforementioned hits home for many of us. As the global economy shows glimpses of emerging from recession, the focus in the executive suite is already shifting from cost cutting to… Read More