Executive Briefs

  1. 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

  2. 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

  3. 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

  4. 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

  5. A Business Leader’s Perspective: The Benefits of Contract Management and Asset/Inventory Control

    By Claire Millsap The effects of the economic downswing have pushed many companies to think outside-the-box and examine their options for better efficiency through new innovations. For companies with extensive hardware and machinery, contract management through centralized software is gaining steam because it offers unprecedented asset and inventory control that can save businesses as much… Read More