Commoditization Commode

What makes you or your company unique? What services or products do you provide that are really different? Have you added products and services just because the other guy has them? What makes you stand out from the herd?

I have noticed a trend in the IT Services/Managed Services space that I find disturbing. Not disturbing like childhood obesity, disturbing like we are making it harder for the consumer to tell us apart. It is a bad case of the me toos… You do that? Me too! You sell that? Me too! You have a widget? Me too!

http://www.zazzle.com/i_hate_thinking_me_too_postcard-239189165718421518

I understand that imitation is the highest form of flattery and if something is working for one vendor in the industry, it should work for another, however... If you are adding a marketing plan, Facebook page, Google+ page, Pinterest, training, or anything else because the other guy is doing it, you need to stop, take a breath, and make a good business decision for your own business.

Maybe following the herd leaders isn’t the right thing to do, and maybe is. They may have discovered the tried and proven path to market. If so, still try and be unique. Do not become a commodity. When you buy milk, do you always buy the same brand? 2%, organic, in a paper carton, but whose? I don’t generally care, and that is their fault for not making me care, or telling me why their milk is better and worth the extra 45 cents a gallon.

So what is the real issue here? Money. It is easy to extract higher profit from a client when you wrap products and services together is an easy to pay subscription model. Unless, brand X seems just like yours and it is 15% less… Once you are perceived as a commodity you will be shopped.

This is the huge trend in IT Services and the rush of products moving into the cloud only makes it easier. Bad news, all the major players are spending millions marketing their solution to your clients via mass media. Your solution is being compared to what they think Microsoft, Cisco, Apple and Google can offer them, how are you different? Better? You better have an answer when your prospects ask you.

Don’t allow you and your company to be flushed with the other companies acting like commodities out there. Know your clients, know your products, know your services, know your costs, and know your uniqueness.

Why BYOD Security Matters

I was reading a story by Ian Paul on PCWorld on the Android Trojan NotCompatible. You can read it here. There is one reason this Trojan was written, to exploit BYOD (Bring Your Own Device). As Ian states, ”…it is not a threat if you use common sense..”. Every IT security expert can now sleep easy knowing their end users always behave this way, oh wait…they don’t.

Why did I bring up BYOD? BYOD is a hot trend that solves a lot of issues for IT directors and end users, and creates a lot of additional issues for companies that embrace BYOD without addressing the security requirements. What are the base level security measures needed for networked equipment? The devices need to be checked for viruses, malicious code, software exploits, and user rights.

This is hard enough to do if you have control of every device on your network, patch all the operating systems, keep the virus definitions up to date, keep all the other software patched (Adobe Acrobat, Office, Flash, Java, Etc.), control the users access to data and potential sites with malicious code, and stopping the end user from being the security hole by writing down passwords or sharing them.

Once you start allowing your end users to connect their personal devices to your business network, you have lost most of that ability. Without implementing proper security to handle these “un-managed” devices, you may lose control of your network and vital customer and business data.

Is BYOD bad? No, it is inevitable. So just like security measures had to be taken to make Wireless networks secure, measures need to be taken to make you employee’s devices safe to connect to your network. Don’t shortcut the process, horse and then cart. Security and then BYOD.

Hard and Soft Where?

I had an interesting day in New York City with Axcient, HP, and others at their roadshow. You can follow the link here to see what was going on. I highly recommend you go to one of their roadshows if the opportunity presents itself. 

One of the things I found most interesting was a thought that hit me while Meaghan Kelly with HP was speaking. Meaghan is the VP of Channel Development within the Solution Partner Organization (SPO) and yes, I did have to look that up.

The thought I had was, all hardware needs software and all software needs hardware, anyware, um… anywhere. I know, pass me the Nobel Prize now. So while it isn’t earth shattering, we rarely hear this message articulated by any vendor.  

Software vendors talk software and where you can run it, on premise, or cloud. Whether it was created as SaaS software, or Sassifyed as Justin Moore the CEO of Axcient stated in his keynote.  Hardware vendors talk speed, power, energy consumption, and other specs. Only one vendor really does both hardware and software and talks about the software and hardware as one thing, and that vendor is Apple. This is why I think Apple has done well in the consumer market. Apple can say, “here it is, buy it”, really works there in the consumer market.

Businesses and home users are going to the cloud. That is a given, like global warming. Now we can argue the reasons for both things, but while we are arguing, they are still happening. Hardware is needed to run the software anywhere. On their site, or in the cloud, or in Axcient’s case, both.

It was refreshing to hear two vendors articulate the symbiotic relationship they have and how important it is to their success.

Monitor Yourself

For many years I have helped IT companies understand and grow their businesses. There are many people and companies out there telling you how to do this. A lot of their advice focuses on adding products or services to grow your business. What if you could measure yourself?


That is what Corelytics helps you do. Measure your own business. The exciting news is they are having a roadshow. So if you have ever wanted to check them out, they are come to you, or close anyway.

They’re hosting the 12-City Small Business Tour with Intuit, Microsoft, Constant Contact, Concur, Cisco and T-Mobile.  First city is Seattle April 12. Complete dates and venues will be published on the Tour website. Here is their official press release.


Seattle/Bellevue, April 12 
San Francisco, May 17
Los Angeles, May 24
Houston, June 14
Raleigh/Durham, TBA
Dallas, TBA
Denver, TBA
Atlanta, TBA
Boston, TBA
Philadelphia, TBA
New York, TBA
Chicago, TBA


You cannot grow your business if you don’t know your business. You need software like this to help understand your business.


I can help you go, I have some discounts and a couple of free passes.

What Caused the Collapse of Mayan Civilization?

Subtitled, why your business should dig a well.

I just read an article about what caused the Mayan civilization to collapse. While there may have been many additional reasons, the main one discussed in this article was climate change and lack of water.  

Due to the lack of rivers in the Yucatan, the Mayan relied on the seasonal rainfall to refill their fresh water storage. While these reductions amounted to only 25 to 40 percent in annual rainfall, they were large enough for evaporation to become dominant over rainfall.

Let’s just replace the words water and rainfall with money and cash flow. Are you too dependent on cash flow from one particular segment of your business? Would that 25 to 40 percent cut cause your extinction?

The rain of money that comes from cloud bursts are great, however you have to have a drought proof source as well. Grandma might have said don’t put all your eggs in one basket.

How does this fit with your business philosophy? Do you approach your market in a narrow focused vertical, gaining deep penetration, or a broad based approach doing a little of everything? There are ways to create different revenue streams in both of these models. Find recurring revenue, one time sales, and services revenue across all your business divisions.

So while the rain is falling, you may want to dig a well.

On a Personal Note, Part Two

It was less than 2 months ago that I shared the news with you that I had decided to pursue a new career, leaving Autotask after nearly 6 years to join Bradford Networks.

The decision for me was not an easy one, as I had built many friendships and ties into Autotask, their customers, and the industry, but I felt the need to grow personally and professionally.

The great news was that I would get to build a brand new channel with my friends and peers in the MSP/IT Services space. This was a true win win for me.

The more I explored the needs of the SMB channel for the security features that a NAC solution could offer, compliance checks, guest management, dynamic vLans, etc.,  I saw a huge potential for Bradford and the channel as I have shared with many of you.

Sadly,I am no longer with Bradford.

To say I am disappointed is an understatement. I saw, and still see, such a need, as well as a business case for these solutions in our marketplace and for our customers.

My biggest disappointment? Not being given the chance to fail. By that I don’t mean that I would have failed, in fact I think it would have been a huge win, but the chance. Isn’t that all any of us want? A chance. To win or lose, succeed or fail, but just a chance.

This has left me with a hunger, a feeling of incompleteness that feels worse than failure. I have been feeding that hunger with lessons learned, the good and bad. So as in all things in life, the only path worth taking leads forward.

Now it is time to get back to work and feed that hunger with a new challenge, a new goal, a new position.

New Year New Post

This is my first post of the new year, even though it is the 4th day of the month. What does that mean? I’ve been damn busy. Most of you know I took a new position at the end of 2011, let me tell you a little more about that and how it fits my predictions for 2012.

2011 worked out the way I saw it, more cannibalization, more competition, more mergers, less profit. None of those issues were caused by the big guys. Microsoft didn’t screw the MSP with 365, Google didn’t put you out of business with a Chromebook, Dell didn’t sell to all your customers. The MSPs need to look in the mirror to see the problem. Too much setting prices without knowing costs.

So my predictions for 2012? Some of these trends will continue, especially in Mergers and acquisitions. Small guys want to get big, big guys want to get bigger, customer wants it cheaper. Security will go to the front of the new trends, especially in the mobility segment. MDM will get pushed hard by vendors, and not add as much true network security as we need.

So why am I so busy? The position I took with Bradford Networks is growing our partner base in the MSP and SMB space for our Bradford.cloud SaaS NAC offering. The interest has been more than we can keep up with, and we are not even out in the channel yet.

The ability to help partners add and deliver enterprise grade NAC to their clients put Bradford on the leading edge of the mobility security concerns. These are concerns that current solutions cannot meet.

So feel free to contact me if you believe you need to add NAC security to your offerings, and add to my workload.