Monday, December 29, 2008

Wii Fit - Do You Have One

One of the things I purchased for my beloved bride this Christmas was a Wii Fit. We bought the Wii a few months ago and it has been an interesting thing to play with - good graphics and games - but it was under utilized and really not something we were getting a lot of value from. Good friends from HTG3 - Dave and Lisa Seibert - shared the fun they were having with their Fit and even brought it to show us at the last HTG3 meeting in Burbank in November. I figured as much as they were convinced, it was worth a shot. Of course some of my best (?) friends tried to spin this gift as an indication that my bride was overweight or out of shape. Not the intent at all, and she knows I am not stupid enough to send that kind of message, so it was well recieved.

The buying process was quite interesting. Those little critters are hard to find. I looked all over the Internet to try and find one online, and had no luck around Thanksgiving. Mid December I decided to give it another shot and this time found some but they were marked up almost double the list price. Now that is marketing. Getting an old tightwad to give up enough cash to pay way over list for a product is quite a feat. But they did, and I am really glad I did.

I am not sure how much value there is to the exercise part of the Fit, but the fun part is definitely a good thing and even old people can enjoy it. It gives us an outlet for the competitive nature we all experience and is the kind of enjoyment that will last year after year because I am convinced I will never conquer the activities it comes with. We have had a lot of fun as a family and with friends trying out the various activities. And it is somewhat adictive so it keeps one coming back to try it over and over again. The most frustrating part is the reporting on weight control or lack there of, and its sometimes harsh words about my lack of exercise or work ethic toward exercising. But I have a pretty thick skin when it comes to mechanical women beating up on me because my GPS does the same thing when I don't do what she thinks either. Good thing I still remain completely sensitive when my bride gives me her play by play advice. I only tune out the electronic voices......

So my advice is - check this Wii Fit thing out. It really is fun, I think has some actual exercise value which all of us in IT can use a lot more of, and most of all, can help reduce stress at the end of a long day. I am going to try and figure out how to set things up so I can be ski jumping while I am on a con call or maybe doing a tight rope walk while negoitating a deal. Thankfully my balance on the Wii does not directly correlate to my ability to walk although I do get asked that question a lot by my Wii trainer - if I fall down often when walking.

One other short note - my grandson loves to race cows with me on that little box. He can kick my butt as we knock over trees and fences but it is a fun thing to do together. Fishing is a lot less messy on the Wii too......

Ready to Review 2008?

We are on the edge of closing out 2008, and it is time to do some review. This week Stuart Crawford hosts several HTG members including Sean Fullerton and Joddey Hicks among others to talk about the good, the bad and the ugly from this past year. It is open mike format so you can call in and put your 10 cents into the discussion as well. Catch it at 3 PM Eastern on Tuesday Dec 30 at http://www.smallbusinessitradio.com.

Make sure to use these last days to evaluate what you need to continue in 2009! And what you need to quit doing too!

Thursday, December 18, 2008

Zenith Addresses AVG Issues

Those who are partnered with Zenith know that there has been an attempt to move from AVG to Bit Defender as an AV solution in their MSP platform. It hasn't gone well for many, so we have had lots of chatter on the topic over the last few weeks. This morning the official word came out that they are extending the AVG licenses until March 2009 while they address the challenges. Here is the official word that came out this morning:

We will be extending the licenses for AVG until March 2009. The license extension will be for existing Sites where AVG is installed and has expired or will expire before March 2009. We are working out the details for Partners to request the AVG license extension and will update you as soon as possible. Please check the RSS feeds on the Partner Support Portal for the latest news.

I spoke with Clinton this morning and they have committed to share their roadmap for AV as soon as it is fixed. It will likely be after the first of the new year before that is settled. As soon as they have a roadmap, it will be shared with the channel so keep your eyes open for that news.

Monday, December 15, 2008

A Word of Correction or at Least Reason

Ingram Micro released a press release today about the relationship with HTG (which we announced months ago actually – July in Houston to be exact) and because of their clout it is on every news service known to mankind. That is one of the benefits of working with Ingram – they do know how to get attention from press and vendors. If you haven’t read it, check it out at these two links currently with more coming I am sure:

CRN Story - http://www.crn.com/it-channel/212500324;jsessionid=OIG5Q1TGN12OGQSNDLOSKH0CJUNN2JVN

Echannel Story - http://www.echannelline.com/usa/story.cfm?item=24025

So there is need for a few words of clarification. Always interesting to see how news comes out. Here is the real skinny.

- HTG is still HTG and will be called such and continues to be totally independent from Ingram – they are contracting with HTG to provide peer group services for their members that qualify
- HTG is managing all peer groups and activities (contrary to what the story in CRN says)
- Much of the activity will involve online groups
- Ingram is providing help with vendor management and backend infrastructure
- Ingram is allowing all HTG members to receive the benefits of their SMBA program and will help recruit partners that are a fit
- Ingram is helping with vendor recruitment, vendor contracts and fundraising

So the reality is that we as HTG are getting the industry leader’s help in building out our program and bringing additional benefits to our members, and we are helping them provide value to partners in their program that want and qualify to get involved in a peer group. It really is that simple. A win for both of us. So if you read the article and got excited – take a deep breath – it is business as usual for HTG. We didn’t sell out or give away the farm. Quite the opposite. Actually it is not just business as usual but business much better than usual with HTG 2.0. We are going to have a fantastic year as we add more and more value to this program. There are some fantastic changes happening to companies that leverage their peers in our community, and the best is just beginning. I look forward to making it even better as we continue down the path together. Have a Merry Christmas!

Looking for the Perfect Gift

If you are looking for the perfect holiday gift, check out the holiday offers from MSPU.

http://www.mspu.us/en/store/holiday-promotions.htm

If you need a great book to have your loved one wrap and put under the tree, this is a great source. The gift of learning is one of the best gifts you can ever give or recieve!

Saturday, December 13, 2008

Link to our Discussion on Blogtalk Radio

Here is the link to the recording on the blogtalk radio show from Friday that Stuart Crawford hosted. Check it out if you are interested at http://www.blogtalkradio.com/smb/2008/12/12/marketplace-ministry. Have a Merry Christmas!

Thursday, December 11, 2008

A Blogtalk Radio Discussion on Friday

Join Stuart Crawford, Jeff Wood, Brad Schow, Rick Bahl and me (all HTG members) on Friday at noon eastern on blogtalk radio. We will be talking about ministry in the workplace and how faith and business do not have to be separated and kept apart. It will be a lively discussion about how the things that are part of who we are as business owners can’t just be checked at the door when we arrive at work, and will address ways to be respectful of employees and others we work with but true to the inner beliefs we all possess. Join us on Friday at http://www.blogtalkradio.com/smb and join the conversation.

Wednesday, December 10, 2008

Lessons from a Cabbie

I spent a few days this week in Houston to attend the HP SMB Partner Advisory Council. Great meeting and more than ever I know why HTS is an HP partner and why I own stock in that company. Great company - they do get the channel - and they are going to dominate the marketplace in time. They have their act together, great people driving the bus, fantastic technology and a deep understanding of the need for a strong partner base with deep customer relationships. So good meetings and I feel proud to be a partner.

But the real learning for me happened after the meetings ended. The biggest learning of the time in Houston happened on my ride to the airport. Herb Charles was the cabbie that picked me up Monday afternoon at Hobby and drove me all the way up to north Houston. He runs an independent cab and treats his fares as clients. We had a delightful visit on the way up to the hotel, and when we arrived I asked if he would be willing to pick me up and take me back Wednesday. I don't do that with most cabbies - I am just glad to have survived the ride. So I called Herb in the morning and he agreed to be there at noon to grab me. He was there 15 minutes early and waiting when I hit the lobby. Now this is a regular cab driver – not a limo or town car guy. We talked about how he runs his business and the reality that a lot of his business comes from repeat customers which is far better than finding new ones. He said many people call him when they return to town, and most who travel do come back at some point. That is some forward thinking - long term - they will be back and he wants them to remember him. He has been hauling rides for 17 years and does pretty well. Much happier now that he paid $1.36 a gallon for gas this week, but the reality is that he understands customer service. When I dug a little deeper it quickly came to light that his success is all because he pays attention to the details. He talked to me about things of interest and made sure I was comfortable and happy with his service. He had business cards and a few things on there really stood out. Remember, Herb drives a cab, a Caravan to boot.

Prompt, professional and courteous service
Spacious, comfortable and immaculate
Appointments welcome

And he has an email address listed on his card – he gets his email on his phone, suggests his “clients” text him or email their schedules and he will reply with an appointment. This is a cab driver folks – he gets it. No he didn’t polish my shoes or hand me a newspaper or bottle of water, but he gave me a great ride, down to earth conversation and taught me something about life too. Herb demonstrates how taking care of the customer is always the way to grow your busienss and your future. Lessons from a cabbie - I learned some, or was reminded of them in a very real way today!

Tuesday, December 9, 2008

When Things Don't Go as Planned......

This past week one of our best vendor partners - SonicWall - had a problem that has sent some chills through the channel. While this is not going to be a description of the problem - a licensing server failure after routine maintenance gone bad - it is my perception of how the issue was handled and some realities we need to face as solution providers. (If you want to read the internal Sonicwall analysis of the cause and the resulting actions taken - I have posted it with permission here: http://www.heartlandtechnologies.com/pdf_files/SonicWALL_LM_System_Root_Cause_Analysis_and_Corrective_Action_Report.pdf)

So what should our reaction be when a vendor has an issue? Some partners would say we should react strongly, move on to another vendor, get angry, string them up - lots of reaction out there in the channel when any vendor has an issue. While we can't just pretend it didn't happen, we can respond appropriately and act as the word used to describe us is put into action - partner. My opinion of partnering revolves around a few things:

1. No vendor is perfect. There will be days things don't happen quite as planned. Let's be honest, it happens in our businesses more than we want to admit. Technology sometimes doesn't work. People make mistakes. Things just happen. I am reminded of something I learned from scripture - "let him who is without sin cast the first stone". That won't be me - I am far from perfect and so is HTS. Reasonable is the way I think we have to approach it.

2. We should hold vendors accountable. At the same time, we also need to hold our vendors accountable to provide us the best service, products and information possible. That means we communicate constructively about what can be done better. We help make changes that are needed, offer suggestions where appropriate, and participate in the solution. It is easy to second guess things after the fact. Could SonicWall have communicated sooner? Probably. Hindsight is always 20/20.

3. We should evaluate how they take responsibility when there are issues. One of the things that I watch closely is how a vendor reacts when things don't go well. Some run and point fingers. Some deny that anything is wrong. In this case, SonicWall gets a strong grade from me for openly communicating with the channel. Multiple emails, phone calls and follow up communications. They admitted there was a problem and they put resources into action to work at resolution. I had multiple calls from key SonicWall team members making sure we were able to serve our clients well. They took the bull by the horns, ate some crow and appologized for the situation. That impresses me and tells me a lot about the leadership at the top of SonicWall. Matt Medeiros, CEO, personally called me yesterday to check on the status of our customers. That is class and much appreciated.

4. We should never forget that as SMB VAR's - the customer is our responsibility. More and more I am seeing SMB VAR's that seem to want to "hand off" the customer responsibility to a vendor. It is primarily happening with MSP and help desk relationships, but it seems to be slowly migrating everywhere. We want to sell a solution, leverage a service or product, and then pretend we are off the hook with our customer. If there are issues we just point fingers at the vendor we are partnered with. But our customers could care less why there is a problem. They only know that as their trusted business advisor they depend on us to take care of them. So yes in this case, SonicWall caused an issue. But at the end of the day it is an issue we own together. The customer is our customer and they entrusted their business to us. We can't pass that off on anyone. We have to take ownership of the customer relationship and stay focused on serving them no matter what. Selling any solution does not relieve us of the responsibility to make sure the customer is taken care of. No matter what......

My advice is to partner closely with your vendor partners. They will make a mistake now and then. They will try your patience and do things that don't make sense, at least on the surface. But they are your partner, and you need to put skin in the game to make investments, build relationships and work hard to be successful together. While I hope we don't have any more issues like this for a long time, I know that more than before this happened, we are partnered with a great company and will continue to build and grow our businesses together as we tackle whatever comes at us.

Need a Good Book?

Good friend and supporter of the channel - Karl Palachuk - runs a great little book store that actually goes by the name of Great Little Book Publishing Company Inc. He is in California, an entrepreneurial partner who saw a need for quality information for those of us serving the SMB, so decided to do something about it a few years ago and start a little sideline business selling books and other things to support the channel. He is having a year end close out on books and you can check out his resources if you need anything SMB at http://smallbizthoughts.blogspot.com/2008/12/end-of-year-sale.html. More and more I am learning that there is a lot of quality information out there that is really helpful if one just takes the time to read and put it to use. I should have probably tried a little more of that in school.......check it out and see if anything he has fits your needs!

Microsoft and HP announce combined SaaS Effort

From CRN - Microsoft Corp. and HP today announced a joint initiative that will enable value-added resellers (VARs) to benefit from a Software Plus Services (aka SaaS) business model by providing new revenue streams and helping them be strategic advisors to their clients. HP and Microsoft plan to equip VARs with comprehensive tools and guidance that will enable them to “private label” Microsoft’s solutions that are hosted by managed service providers.

So do you care? Should any of us care? The reality is we have to adapt to the changing marketplace if we want to continue to be relevant. I don’t see immediate impact in the SMB space with cloud computing, but I could be surprised as the economy could drive more companies to make the jump rather than a capital investment. But at the end of the day if we are doing our jobs well as trusted business advisors, most of our clients in the SMB will do what we lead them to do. I believe we need to understand the opportunities and requirements of being successful with the cloud and SaaS, TaaS or whatever other acronyms that will come up, but overall, we just need to always keep the customer needs top of mind and center of our actions and we will have a place in the technology ecosystem. Microsoft and HP are providing us tools to enable us to engage in this new playground that take out a significant portion of the cost of entry. There is a definite trade off in revenue opportunity as an expected result, but at least we can go to market with trusted technology partners that we can rely on to build a practice around. There is still much to learn and figure out, but it is time for all of us in the channel to get after the pending transition and prepare for the future. The waters will get muddy before they clear up again……my thoughts and I am sticking to them.

Sunday, December 7, 2008

So What About the Economy II

I wrote a couple weeks ago about some of the things I think are key to being successful when the economy is a bit out of the norm, and today's circumstances certainly fit that bill. While I am still not sure how much of the current situation is real vs perception, it doesn't matter any more. The actions being taken with job layoffs, cap ex spending cuts, travel lockdowns and the like make it real and an environment we all have to address. As I talk with a lot of partners across the country, there are still only a few that are seeing any significant change in business. HTS had another decent month in November, which is traditionally softer for us anyway. But the key is to keep your eyes and ears wide open and be ready to take action if warranted. It is time to PLAN and hope you never have to actually carry out the plan.

In a way you can consider the planning to be disaster recovery for your company. If the economy truly tanks for us in the SMB sector, the impact will be external to us, but it will be real none the less. We need to have a strategy in place to be able to pull the trigger and take action if things get bad, rather than be paralyzed by needing to figure it out under the gun. It is a lot better to take the time now to decide how you will adapt rather than get down to the last dollars in the good old checking account and have to take drastic action because you can't make payroll any more. I encourage you to put a plan in place with trigger levels that will cause aspects of that plan to be set in motion. It is time to prepare before any possible disaster strikes. It is different than a hurricane, tornado or earthquake in some ways, but the results can be just as devastating if we aren't ready. I would love to see how you are preparing to deal with a tough economy in 2009. Now is the time to get ready! HTG will be focused on making sure we are all ready to weather whatever storm comes our way this year. Together we can tackle it much better than on our own.

Friday, December 5, 2008

While we are talking about webcasts.....

Stuart Crawford notified me of a couple upcoming webcasts that may be of interest

The first is on the topic of goal setting. This is certainly the time of year to be working on that and now it is more important than ever with the economic conditions.

The second is around a new certification program coming out called the Trusted Business Advisor program. It is an interesting project and HTG has been looking into it as a possible tool for our members to differentiate in the marketplace. Here are the links with details:

http://sbsc.itsuccessmentor.com/?p=344

and

http://sbsc.itsuccessmentor.com/?p=340

Take a listen and share what you learn that is of value with those around you. That is the go-giver way!

A couple great webcast opportunities

During these tough economic times, it is more important than ever to leverage the resources available to us to keep business flowing. Erick Simpson from MSPU has a couple webinars next week with Microsoft that you should consider attending. Check out the details here:

First, join me on Tuesday, December 9, 2008 at 9:00am PST for our December State of the Industry live Webinar titled: "Leveraging the Microsoft Events Engine to Increase Your Sales Opportunities"...

REGISTER HERE

My special guest for this valuable session is our good friend Michael "MJ" Murphy, Microsoft Business Development Manager and Local Engagement Team member. If you haven't kept up with my blog on the LET team and their initiatives and goals, you're in for an extra special treat. MJ will walk us through all of the ways we can leverage Microsoft's resources and reveal how we can maximize our partnering relationship to receive the benefits that the LET initiative can provide. This will be a Webinar you won't want to miss! About Michael J. Murphy: MJ Murphy brings over 20 years of technology and entrepreneurial experience to Microsoft's Local Engagement Team. In his role as Business Development Manager he actively engages Microsoft partners who want to grow their businesses through deeper engagement with Microsoft. So join us on Tuesday, December 9th and learn how to leverage Microsoft's events marketing engine to drive new prospects into your business!

Next, join me on Friday, December 12th at 9am PST for a very special Microsoft 5W/50 Webinar titled: Maximizing Service Delivery Profits During Economic Downturns
2009 looks to be another year of belt-tightening for businesses, with the recession now a reality as markets decline and stock indexes hover near their lowest levels since the 1980's. How will our economic outlook affect Service Providers, and what can we do to weather the next 12 months to grow our businesses and become more profitable than we were in 2008? Learn how to reduce costs, increase revenue and leverage existing client relationships in order to sell more solutions as a Trusted Advisor during times of economic uncertainty.

During this timely Webcast I will discuss how the recession will affect your customers and prospects, and what you can do to weather the next 12 months to grow your business and become more profitable than in 2008. This discussion will include 10 key takeaways that will help you increase your profits in 2009 and beyond.

REGISTER HERE

This has been the most requested keynote and breakout conference presentation I have been asked to deliver this year, and you will be able to see it live on Friday, December 12th at 9am PST!

Wednesday, November 26, 2008

Go Giver Movie

The Go Giver Blogsite has a post that includes a link to a short movie that is bound to make you smile this Thanksgiving season. http://www.spiritualcinemacircle.com/scc/ecs/public/main/validationMovie.html It tells a story we all need to remember, and really highlights the essence of being a go-giver. Take some time over the holiday to watch this 15 minute movie. It will bring a smile to your face and remind you how grateful we all should be during this Thanksgiving season for the blessings we have in life. It is the people that make a difference. We need to make sure we are go-giving so we light up someone else's day! Happy Thanksgiving!

Monday, November 24, 2008

Announcements from LPI

Level Platforms has made a couple important announcements that are important to note if you are using their platform or considering an MSP solution. The first is the announcement of full virtualization support for their Managed Workplace solution. We all know that virtualization is a pervasive technology that is just getting its feet wet but will soon be as common as the cold. So it is important to have solutions to manage those environments and now you can. Check out the details at http://www.htgmembers.com/2008-11-05%20Virtualization.pdf.

Equally important, the folks at LPI announced at launch last week the ability to have comprehensive remote monitoring, management and reporting for SBS 2008 and EBS 2008 in minutes by downloading and applying the new integrated suite of Policy Modules. This is great news for those who are deploying the fantastic new SBS and EBS products from Microsoft. Again good stuff as you can monitor and manage these new products out of the gate. You can get their details at http://www.htgmembers.com/2008-11-13_SBS_EBS.pdf on this release.

Are you on the MSP bandwagon yet? Great products that continue to get better from LPI and all the tool providers. There is huge opportunity to help end users take cost out of their businesses during these difficult economic times using managed service tools. It is a great way to gain market and increase value for your customers. Get in the game now, while the opportunity is still there.

Monday, November 17, 2008

Navigate The Stormy Economic Seas

Shopping malls are empty, businesses are stretching out IT projects and many small business are feeling the pinch of the economic conditions in today’s world. Is the press adding fuel to the economic bonfire? How is your business planning to ride out the economic storm? Many IT Professionals are very concerned about the economy and how to navigate the stormy seas of today’s economy. Join Stuart Crawford with leading HTG Partners, Sean Fullerton, Mark Crall, Mike Ritsema and David Ohendalski as we discuss today’s economy and what you can do to navigate the stormy seas that are in the forecast. Visit http://www.blogtalkradio.com/smb/2008/11/21/Navigating-the-stormy-economic-seas to join the conversation on Friday, November 21 at Noon Eastern/9 AM Pacific.

Tuesday, November 11, 2008

So What About the Economy

It is the main topic on every radio show, newscast, newspaper article - it is everywhere. And the best description I have seen for it is we have a "presscession" rather than a real recession. We really have not seen a significant impact in our customer base in the Heartland. I know some of you are from areas where it is very real, and I don't doubt for a minute that there is real pain in a lot of places. But doggone it, if the press would leave it alone things would get better. But they won't so we have to deal with it.

What do we need to do in a recession? Adapt and change. Here are a few thoughts for consideration.
1. We need to evaluate how our cash leaves and enters our company. Can we cut some outgo or speed up some inflow? We need to watch cash because he who has it will win. Cash flow is a critical thing to take care of. Watch the A/R and keep it collected. Cut back where it makes sense. Evaluate how the money flows.
2. Guard your credit. It is a lot easier to lose it than get it so manage it well. Don't miss any payments and take good care of those relationships. Once you lose it the struggle to get it back will be difficult. It is important to realize that this will be an issue during 2009 and it is time to prepare now before it gets worse.
3. Reinvent or at least re-evaluate. In the IT business we have to do this routinely to survive, so there is no better time that a difficult one to see what needs to be changed. There are likely things that need to go, and new things that need to be added. Think carefully about your business and what should continue to be part.
4. Get outside the box. Don't let the norm be the norm - look outside your comfort zone and consider all options. You can't allow the rut to keep you on the wrong path. Creative thinking and planning is key.
5. Plan carefully. Planning is always important but never more important than when times are tough. You need to make sure you have a solid plan and your team understands.
6. Execute. There is never a time that execution shines more brightly. You need to focus on excelling at how you do things, and make sure you do the right things right every day.
7. Do the basic blocking and tackling well. Now is the time to make sure you are consistent and practice the basics. No need for fancy footwork now - just keep doing what is tried and proven and do it better than the rest.

Difficult times are opportunities. Many will struggle, some will fail, but for those who are ready and execute - you can leverage these times to make up ground quickly. Don't listen to the press - just follow your own gameplan and make it happen. HTG helps you focus on the right things. We are looking for a few good VAR's to round out our peer groups. If you are one of them go apply at www.htgmembers.com and become part of the HTG family.

Friday, November 7, 2008

Less than a week away

Things have been way too quiet around the upcoming launch of SBS2008 and EBS. Time for all of us to let people in our patch know about the upcoming Launch. There hasn't been nearly enough hoopla or air cover. So it is up to us as partners to set off some rockets and fireworks in our own cities and towns. And it is time to do it NOW.

In less than a week, the Dream Server Launch will happen. http://www.thedreamserver.com/ Know what I am talking about? The new kid in the Windows Server Family becomes public on November 12. That is also the day that SBS2008 makes its public debut. Our own Erik Thorsell from HTG3 will be part of that launch with his great work for Robby Gordon Motor Sports. We also had about 10 other HTG partners who had customers in the TAP program doing beta deployment and testing. Two great products that have potential to help you grow your SMB business. Generate leads by inviting your customers and prospects to the Windows Essential Server Solutions special launch webcast (link above) using guidance (https://partner.microsoft.com/40082316) and an invitation email template (https://partner.microsoft.com/40082139). Take a look at the tools provided and take action now to get involved. Don't miss the opportunity. Get involved and take action today.

Wednesday, November 5, 2008

Blogtalk Radio

Are you listening to the weekly radio broadcasts that good friend Stuart Crawford hosts? On Friday, Stuart Crawford will be hosting a great show as part of Small Business IT Radio (http://www.smallbusinessitradio.com) on Software + Services. Ryan Storgaard and Rob Kent from Microsoft Canada are joining Stuart as they everything from third party hosting, OLSB, BPOS and Windows Azure. Come and join us and learn about what is new in Microsoft’s online world. What are the benefits for the partner and IT Professional, plus what are the end benefits for the end client. Join us at noon this Friday at http://www.blogtalkradio.com/smb/2008/11/07/Inside-Microsoft-Software-Services as we tackle everything from Software + Services all up to the impact on and opportunity in the partner community.

I will be participating in a couple weeks to discuss marketplace ministry along with a couple other HTG members. Stuart has a variety of topics and many guests from the channel and you can listen to past broadcasts if you go to the site. I encourage you to check it out - some great information is availalbe there that is current and food for thought.

Wednesday, October 29, 2008

This and That

Congratulations to IT Matters for their award last night at the CDN Magazine awards gala. They won the award for Best Collaborative Solution in Canada. You can read about it at http://www.stuartcrawford.com/

How about this economy in your patch? We have seen some projects held but overall no major issues yet. But I think the impact is yet to come as companies try to get financing and credit in 2009. Craig Zarley from CRN did a good article I was fortunate to participate in on the subject. You might check it out at http://www.crn.com/it-channel/211600223.

At our HTG1 meeting this week we took a block of time to talk politics. That is way outside what I normally allow in these meetings, but based on the proximity to the election and the potential impact. There was lively discussion and the main outcome was that many wished there was a "none of the above" option for many of the races that are coming. The key is to get involved and VOTE. You shouldn't complain if you aren't part of the process!

Make sure you are guarding your credit with your lendors, distributors and vendors. It is a lot easier to lose it than get it back. Pay those bills on time and guard the credit you have with diligence. I believe those with credit will have significant opportunities in 2009 to grow rapidly as others are stymied in their business.

Friday, October 24, 2008

Quack Quack

Karl Palachuk is looking for pictures of his ducks - check out the request at http://smallbizthoughts.blogspot.com/2008/10/ducks-in-wild-salecontest.html and send him the bird shots. What will he think of next??

Could win you $50 for the best picture....so if you got one of his little duckies, think outside the bird and give him something creative!

Unraveling the SBS 2003 mystery

I have had quite a few emails and questions on the unannounced drop of SBS2003 from the Volume licensing pricelist which has left some in a position on how to fulfill commitments made to their clients. There now is a post you can read to get the latest:

http://blogs.msdn.com/mssmallbiz/archive/2008/10/16/9001677.aspx

Eric Ligman explains the changes that have been made to SA to allow some exceptions and give you some time to fix outstanding quotes and commitments. 12/31/08 is the cut off, so go read this blog post and take action NOW. It is a great time to be getting your clients set with the new version of SBS. Lots of great reasons to upgrade and move to the new release. Want to see why you should upgrade, check out Dana Epp's blog on the topic:

http://silverstr.ufies.org/blog/archives/001055.html

Bottom line - SBS is available. You have a window to get things the way you want - SBS2003 and add SA to get the new version, or just buy the new version via licensing. In any case - get with your customers and get them upgraded. Now is the time!

Thursday, October 16, 2008

CRN Fast Growth Awards

I have been in Chicago the last couple days at the CRN Fast Growth 100 awards. HTS was fortunate to be #24 on the list this year, up from #68 last year. We spent the day in general sessions and in executive boardrooms and to be honest, it felt a bit out of my comfort zone. The combined revenue of this group is 10.9B, and our mere 17M doesn't even move the needle in comparison to the aggregate. But it is good to rub shoulders with those who are ahead, far ahead of the place we are. And this event was filled with those kind of people.

The big discussion was definitely around the economy and credit. Growth is fueled by capital and credit and this group of companies is concerned and feeling the pinch already. The learning for me was that I need to be very diligent in managing our cash and working hard to build even more credit capacity before we need it. I need to be proactive with our distribution partner, with vendors and with our banks. I need to make sure we have relationships with leasing and financing and floor planning companies so in the event we need it, credit will be available.

I believe there will be opportunities in the next months for growth and acquisitions like we have not seen in a while. The key will be having your financial ducks in a row so you can take action while the opportunity presents itself. That means preparation and planning. Never forget that cash is king. M&A is certainly a good method to growing. Most of the companies here this week have gotten where they are through those methods. But there is much to a successful transaction and being ready when an opportunity presents itself is the first step. So use this downturn as a wakeup call to get your credit capacity in order. If you think you have enough today - ask yourself what happens if you acquire someone just like you are and need twice what you use today. I think that is a logical goal and few of us are really ready for that.

Wednesday, October 8, 2008

HTG Goes Across the Pond

HTG is moving to a new level next week - with our first transatlantic group meeting in the UK. Here is the press release and details about the meeting.

Heartland Tech Group (HTG) (http://www.htgmembers.com/) today announced that the organizations first United Kingdom (UK) affiliate will convene its inaugural member meeting near London on October 13-14, 2008. Dave Sobel, CEO of Evolve Technologies and a veteran HTG member, will facilitate this group. This initial meeting is meant to introduce new U.K. members to the HTG peer group experience as a unique forum for technology industry resellers to develop and implement successful strategies to grow their businesses through sharing and collaboration of best practices.

UK peer group members will network with similar companies based on their size, number of employees, relative lines of service, ownership structure and markets served to find unique solutions to common problems.

“We’re thrilled to witness HTG’s expansion overseas. As in the United States, technology solution providers in the U.K. can utilize HTG to make substantive improvements to their business by collaborating and tapping into the knowledge base of industry peers,” said Arlin Sorensen, Founder of Heartland Tech Group. “For HTG, the opportunity to offer practical, useful and implementable knowledge to our fellow IT professionals--especially in today’s tenuous economic climate--is extremely rewarding, both personally and professionally.”

Great things are happening in HTG. First Canada, now the UK. Who will be next? We are excited about all the great things happening.

Friday, October 3, 2008

Looking for Something to Watch

Aaron Booker and team at VarVid posted a number of videos taken at the recent ConnectWise conference in Orlando. He took video of a number of key HTG vendors but also found time to record a couple of video interviews with me discussing HTG. The first one captures some of my thoughts on the basics of HTG. Sort of a primer on the reason HTG exists and what it is designed to accomplish. You can catch it at: http://www.varvid.com/2008/10/arlin-sorensen-from-htg-peer-groups-speaks-with-aaron-booker-of-varvidcom.html

Aaron also captures a discussion we had around how HTG views our vendor partners. It is a critical part of success in the channel today - building relationships with those companies that produce the products that run our customers IT environments. We have to learn how to effectively work with these folks in order to really grow and succeed. Catch the interview at: http://www.varvid.com/2008/10/arlin-sorensen-speaks-with-aaron-booker-of-varvidcom.html

While on the Varvid site - you can check out other HTG members and our vendor partners being interviewed by Aaron. Thanks much for all that you are doing to help capture the message of HTG and let people understand what we are all about. Aaron is a proud member of HTG3 and we are grateful for his support and dedication.

Tuesday, September 30, 2008

A Couple Podcasts That May Be of Interest

Our friends at Channel Pro have posted a couple podcasts online that you may want to listen to. Michael Siggins from Channel Pro SMB has done a great job of helping me define the history and value of HTG peer groups in the first podcast. It runs about 17:30 and really turned out to be a great interview about the way HTG got started and where we are today as we begin to build the next version of HTG. You can catch it at:

http://www.channelproonline.com/podcast/Sorenson1.mp3

We also captured a second podcast that addresses the topic of changes coming in the channel ecosystem. Michael talks with me about change and how we as partners will need to reinvent ourselves once again to remain relevant in the marketplace. I review the transition from where I sit and provide some overview of the next couple years. It is a bit over 1o minutes so a pretty quick summary. You can catch this one at:

http://www.channelproonline.com/podcast/Sorenson2.mp3


A special thanks to Michael and the team at Channel Pro for their support of HTG and all that we are trying to do to educate the channel. They really understand the SMB partner community and are committed to helping us educate. We value their partnership and support.

Mountains of Email

Brad Schow sent out the following thoughts and research on email last week. While I initially found it a little funny, the more I think about it the more I realize that in my case, I am losing my ability to focus because of the pda and phone. I allow things to distract me continually throughout the day. And that has to have an impact on my real productivity and ability to be effective. The key is finding the right balance. I am not one who believes we should cry uncle and just pretent our inbox doesn't have any email in it. People send email because they want to know something. And often my answer is important for them to be able to proceed with the task at hand. So ignoring is not balance. Neither is setting it up so it dings, pops up, vibrates or somehow grabs my attention every time one hits. Somewhere in the middle is where I need to land. Here is the research Brad shared:

In 2005, a psychiatrist at King’s College in London administered IQ tests to three groups: the first did nothing but perform the IQ test, the second was distracted by e-mail and ringing phones, and the third was stoned on marijuana. Not surprisingly, the first group did better than the other two by an average of 10 points. The e-mailers, though, did worse than the intoxicated people by an average of 6 points. The e-mailing group came in last.

What does that make you think of this statistic? In a recent survey of 320 professionals, 17% reported they check e-mail a few times per hour and 68% check e-mail more or less continually. They are constantly breaking their focus on the primary task at hand.

Something to consider. Some days I probably have a pretty low IQ as I chase the electronic messages moment by moment. I would love to hear how you are finding balance in your communications. It certainly is a challenge we all need to address.

Wednesday, September 24, 2008

Can you find a business to pimp

HP has just released details on a new promotion you need to let your customers know about. Check out the details at www.pimpmyinfrastructure.com. This contest has some serious prizes, and a couple of businesses are going to win a bunch of really cool HP gear and they did it right - if your customer wins the reseller gets 5K in stuff too. For once we don't get forgotten if things go our way. The contest is designed to drive awareness and interest in SBS2008 and EBS2008 with one lucky business getting a makeover for each segment. This is a great reason to send out some marketing info that will open the door to discuss these great new products as well as the supporting cast of gear from HP to run them on. Here are the rules in the fine print:

Pimp My Infrastructure is a contest sponsored by HP and Microsoft®.

1. Choose a customer (or customers) whose business is challenged by a lack of infrastructure power.
2. Ask your customers to tell us their story.
3. Remind your customers to put your company's name down as their reseller.
4. We pick the most worthy customers--one small-sized business (1 to 75 PCs) and one mid-sized business (76 to 300 PCs). We'll "Pimp Their Infrastructure" with a prize package of goodies courtesy of our sponsors.
5. If we pick your customer's submission, you'll win some cool prizes.
6. Keep in mind that the deadline for submissions is 11:59 PM ET ON October 20, 2008!
7. Announcement of the winner will be at the Microsoft November 12th Customer SBS/EBS 2008 Virtual Launch.

Take advantage of a cool promotion - get the word out on HP and the new MS products - and potentially win 5K. Just make sure your customers know what your company name is and enter it when they fill out the registration form. With all this remote MSP stuff - they may have forgot who you are! Good luck!

Saturday, September 20, 2008

ConnectWise Rocks!

One of the “benefits” of my role as CEO at HTS and Founder of HTG is to attend dozens of industry events all over the country each year. This past week was in Orlando at the ConnectWise partner summit and I want to share some thoughts on this company and event. First let me say that there have been a few things in my 23 years in the industry that have made a huge difference for us:

1. Getting involved in industry affinity groups – first VTN and then growing into peer groups through HTG. What we have learned from our peers has made our business.

2. Learning to work with vendors. Once we finally figured out that vendors were not the enemy but our most important allies, and began to treat them that way and create relationships where we were just as concerned with their success as our own, we began to share in that success.

3. Putting the right tools in place. And at the risk of letting Arnie get a big head, ConnectWise is at the top of that list at HTS. I was a little slow getting there, but today, take it away and I am shutting down. It is the business operating system at HTS and soon for HTG2.0 (thanks Arnie).

The goal of the ConnectWise summit this week was to find “one”. We do that in our peer groups each meeting – what is your one thing – that gem you just have to take home and put to work immediately. You see many of us in the VAR channel are great at making lists and a little slow on the execution – like never. So this approach is a very good one and I hope you figured out your one and have already started to implement it. You HTG’ers better report good progress on that at your next meeting.

My one thing really had nothing to do with the conference at all (sorry CW) but it became clear as could be because I was blessed to be there. It is to focus more of my time building relationships with people in this industry and not only give ideas and best practices to them, but to receive more from them in return. In other words to carve out time to connect even more. We do a lot of that through the peer groups we call HTG. But like any good thing, we sort of get complacent and it was obvious to me as I was blessed to rub shoulders with so many this week, that I have to make time to learn from peers even more. There are so many brilliant folks in our industry, vendors and partners alike. And too often I still try and figure it out on my own – how stupid. There is bound to be someone, and likely many, who are ahead of me and have already made the mistakes and figured it out. So lightbulb goes on and says duh – spend some time each week just talking with folks to pick their brains but also to share something of value. So expect some calls from me.

I also just want to say thanks to Arnie and the team for building a great product. We are quick to point out the flaws, and we all know there are some, but it is really a great tool and I appreciate the quest to continue to make it better. Don’t forget to keep that support improving along the way, because exactly like that OS that prevents us from doing work when our pc won’t boot – for many of us today we are dead in the water if our CW business system isn’t running. So we are putting our trust in you and your team….don’t let us down.

The other thing I want to say is thanks for a fantastic conference. It is THE best partner conference there is in the industry bar none. And I go to a lot of them. Content is great – always a couple fantastic keynotes that are right on target – vendors are relevant and really want to engage – Arnie’s talk is always full of a good Dell bash or two – but the thing that separates this from all the rest is the quality of the partners that attend. There is no other conference anywhere that is completely made up of partners who share a common goal of growing their companies and are serious enough about it to make the investment not only in the time to be there but the money to put the right tools in place. ConnectWise is a great value and worth every cent, but let’s face it, it isn’t cheap. But if a partner spends the bucks to put it in place, there is a 99.9% probability they are serious about their business and in no way a lifestyle partner that just wants a job. I consider it the CW filter and as we recruit new HTG members there is no better place to find the quality that is exactly what we are looking for. So thanks for that. Christy and your marketing team do an unbelievable job of putting on a first rate event, but it is the quality of your partners that make it worth attending.

So this is a long winded way of saying thanks to the ConnectWise team and also encouraging all who were there to share what you learned with your own teams at home and with others, but most of all to get after that “one thing” and get it done. That is how we can change our companies and the industry. Together we can make a difference!

The Go Giver Update

Yesterday I was blessed to be on blogtalk radio with Stuart Crawford and Bob Burg to discuss the book "The Go Giver". You can catch the show at this link: http://www.blogtalkradio.com/smb/2008/09/19/The-Go-Giver

We spent a little over an hour talking about the 5 laws of stratospheric success and real world examples of how these principles can be lived out in life and business. It was a great discussion and one I encourage you to listen to.

Along those lines, this week at the Connectwise conference, I moderated two breakout panels where we discussed these principles as well. Serving and sharing their experiences were Brad Schow, Jeff Howard, Erik Thorsell, Stuart Crawford and Jeff Wood. These guys opened up their businesses and personal stories to help people understand that there is another way to live rather than blindly following the common wisdom the world shares with us. If you haven't read the book, please take time to do so, about a two hour read which is great for a plane ride. The bottom line is that these principles can really change the way you look at business and ultimately life. Being a contrarian often has some hidden value and can lead to even more success!

Tuesday, September 16, 2008

Learning about EBS and SBS - the New Versions

We continue to move closer to the coming release of Windows EBS (Essential Business Server) - the new release targeting the midmarket customer base from 50-300 users. Part of the misconception about EBS has been the fact that Forefront Threat Management Gateway (TMG formerly ISA) is required as part of the solution and it seems many partners are afraid of this being in the product. One of the industry's foremost experts on ISA, Tom Shinder, wrote a great article on this on his blog. You need to take time to read his post on ISAServer.org at this link:
http://blogs.isaserver.org/shinder/2008/09/02/why-the-forefront-tmg-is-a-cornerstone-of-essential-business-server-ebs-network-security/

Also there is new training available at Partner Academy on the pending SBS and EBS products. Check out this link to prepare for these new versions and be ready with some tech readiness: https://training.partner.microsoft.com/plc/search_adv.aspx?ssid=2ff59e1b-42b9-4802-afc1-a02fb3d5eca3.

There are two 8 part courses on each product that cover these topics:
· Planning, Design, & Installation
· Migration
· Management, Health, & Reporting
· Messaging & Remote Access
· Security & Backup
· LOB Support, Extensibility, & Troubleshooting
· Virtualization

An Update for Microsoft Education Partners

I heard from my buddie Steve Winfield that the education team at Microsoft is alive and well and there is some new info he asked that I pass along to partners who work in the education space. There is a new community being started aimed at Microsoft education partners. So if you sell to schools or colleges or any academic institutions - this should be of interest to you. This has been an on again, off again focus for Microsoft, and our experience is that when it is on, we take advantage of the opportunities related to it. The bottom line is they are creating a site where they aggregate and funnel all sorts of information about education solutions on MSFT technologies as well as provide a way for partners to communicate with them and with each other. If someone has a Live ID affiliated with a partner in the MSPP, then they can access the main site at http://www.MSEDUcommunity.com. If they are not yet affiliated with MSPP, they can access the blogs and forums at http://cs.MSEDUcommunity.

Check it and and let me know what you think. I also would love to hear what would help you be more effective in selling into the education sector. We need to win the battle for these kids early and often so they don't get brainwashed by some fruit.

Saturday, September 6, 2008

The Power of Cooperation

One of the great things that happens when partners get past the fear of competition is that true partnering can happen. A couple of our HTG partners, Erik Thorsell at SCC and Lyf Wildenberg from MyTech, did a very unique event cooperatively to drive business. These two companies compete in the Minneapolis market. Both are in HTG - SCC in HTG3, and MyTech in HTG2. As is the case for most - the fear of competition is really based on lack of understanding and relationship. These two companies have worked over the past year to learn about each other, understand where the strengths and weaknesses are in both companies and become true go-givers with each other. They have done an exchange day where staff spent time in the other business to see how they run their business. They are doing joint telephone cold calls together through an IBM campaign - did you catch that - their sales teams sitting together in the same room. Their success has been based on open sharing - but between competitors in the world's view.

Most would say the culture of HTG is crazy - to open up a business completely to 11 other companies. And in this case - to be transparent even to another company right in the same market. The world would say "bad decision". But these guys have proven the power of peers. They have recently held a joint marketing event. Each invited their own customers plus they marketed to drive prospects to the event. In prior years each had done their own pretty successful event. But this time, by working together, they hit a home run. They had more people than either would have drawn on their own, much more vendor participation, and most importantly, both companies are energized and growing. Of course a lot of the success comes from the top - leaders who get what it means to be go-givers. They communicated clearly and set expectations. It didn't just happen, but it was a powerful example of what can be when people live out the power of peers in community.

Stuart Crawford recently did a blogtalk radio show with these two. I encourage you to take time to listen and see how the culture of HTG and the power of peers can make a huge difference. Check it out at http://www.blogtalkradio.com/smb/2008/09/05/The-Art-of-Coopetition.

Friday, September 5, 2008

Can you Spell Virtualization?

HTG member and virtualization guru Dave Sobel has announced his upcoming book on the subject is now available for pre-order. "Virtualization: Defined. A Primer for the SMB Consultant". This first book in a series walks a SMB consultant through the basics of getting up and running with virtualization.

The book covers:
What are the kinds of virtualization?
What can you do with them?
Why should a SMB consider virtualization?
What are the technology platforms available to virtualize on?
How do you sell virtualization solutions?

There is also a coming DVD and Audio program set where Dave and Karl Palachuk present and can train your staff, or you can listen to the presentation in your car or on your iPod.

You can get details and buy or preorder here:
http://www.evolvetech.com/mambo/index.php?option=com_myblog&show=Book-Available-for-Pre-Order-Virtualization-Defined.-A-Primer-for-the-SMB-Consultant.html&Itemid=87

Stuart Crawford also did a blogtalk radio show with Dave - catch it at http://www.blogtalkradio.com/smb/2008/09/30/Living-in-a-virtual-world.

Monday, September 1, 2008

Press Release on our Benchmarking Partnership

We have announced a strategic partnership with Paul Dippell and Service Leadership to provide us some best in class benchmarking capabilities for HTG members. This platform will allow us to go deep in the area of financial analysis and enables us to really take our peer program to the next level. Here is the official press release:

Service Leadership, Inc. has been selected by Heartland Tech Groups (HTG) to deliver quarterly performance reporting to HTG members. With over 150 current members, HTG is the largest executive peer group organization for IT Solution Providers. Service Leadership Index(TM) quarterly benchmark reports will enable HTG members to
quickly compare their quarterly financial and operation performance versus 1) their own past results, 2) the results of their HTG group peers and 3) the results for Best-in-Class Solution Providers in their business model category.

Service Leadership enables organizations like HTG to deliver insightful information to a large base of Solution Providers with diverse business models. "We've grown rapidly because our members value their quarterly best practice meetings and the ongoing interaction with other IT Solution Provider executives," said Arlin Sorensen, founder and visionary of Heartland Technology Groups. "We've used a spreadsheet-based financial tracking method to help our members get a handle on their financial performance. However, our members have clearly indicated that they want richer, more actionable reporting. The Service Leadership Index(TM) reports enable us to deliver 'next generation' benchmarking resources for our members. As part of their HTG best practice meetings, members will use the Service Leadership reports to determine how they are progressing quarter to quarter and what specific actions they can take to improve performance."

"HTG's new approach combines peer group interaction with best in class quarterly benchmarking resources," noted Service Leadership CEO Paul Dippell. "It is the most effective way to help Solution Provider executives strengthen their companies and the industry as a whole. It is an honor to work with HTG to help its members leverage their Service Leadership Index(TM) reports to reduce their business risk, grow faster and drive Best-in-Class results on behalf of their shareholders, their employees, and their partners."

We have over thirty HTG members who participated in the Q2 financial benchmarking and it will only grow from here. Take advantage of this opportunity to compare yourself to others in HTG and the industry. It is this kind of information that can truly help you make the needed changes to grow your business.

Saturday, August 30, 2008

A Great Update on HTG

Our friends at Redmond Channel Partner Online just put out an article on HTG 2.0 on their online site. Anne Stuart does a great job of capturing the key changes that are happening as we move into the next generation of HTG. Take a few minutes to check out the news at http://rcpmag.com/news/article.aspx?editorialsid=10154. If you haven't read it, RCP published a fantastic look at HTG in their April 2008 magazine. That captures much of the essence of HTG and is a great way to help people understand what HTG is all about.

I encourage you if you are in HTG to share the original and updated articles with vendors and other partners who may benefit from getting involved with HTG. We are always looking for a few good partners and vendors to make the best peer program in the industry even better.

Thanks to RCP for a great update on our program!

Friday, August 29, 2008

Loadfest 2008 coming to Canada

Loadfest 2008 is just around the corner and you don’t want to miss the activities that are happening...Save the date in your calendar – September 27, 2008 from 8:30 AM to 5 PM, a Saturday and a great day to learn about what is happening with technology for the rest of this year.

Rodney Buike from Microsoft is making the trip out from Toronto to show IT Professionals in Calgary when is coming with relation to Microsoft technologies. Get the technical brief on Small Business Server 2008, especially now that it is RTMed. Also, Rodney will show us Hyper-V and Windows Server 2008. Get 3 hours of technical training on SBS and Windows Server. Play with these great products and ask technical questions to the people that can answer the questions you have.

Curious about Response Point, Microsoft’s latest small business telephone system? Jeff Loucks is an MVP with Response Point and Jeff will be giving a technical demo on Response Point during Loadfest.

Lunch is sponsored by AuthAnvil and Scorpion Software. This technical lunch and learn will show you the technical side of AuthAnvil and how to deploy a higher level of security for your networks and clients. Dana is sponsoring our luncheon and he will be available to address questions and talk technical about AuthAnvil.

Popcorn Technologies will be giving a demo on MOSS (SharePoint Server) and how to fit MOSS into your environments.

Loadfest 2008 is free for everyone to attend. So if you were looking for a reason to go to Calgary - well now you have it. Just make sure you take your passport if you cross the border so you can get back.

Here is our tentative agenda

8:30 AM – Meet and Greet
9 AM – Windows Small Business Server 2008 Technical Demo
10:40 – Microsoft Office SharePoint Server
Noon – AuthAnvil Luncheon
1 PM – Windows 2008 Server and Hyper-V
2:40 –Response Point

Register today at http://www.samuc.com/

Wednesday, August 27, 2008

Here comes another one

Our good friend Erick Simpson from HTG1 has announced the next in the best-selling series of books by I.T. Service Providers for I.T. Service Providers! It is called the Best I.T. Service Delivery Book Ever. Erick and the folks at IEnterprise have been helping solution providers make the jump to managed services in a lot of ways. I hear a lot of rave reviews about the books they have produced, and our HTS team has participated in some of the training they provide for helping companies sell managed services. Now they have done it again with a book on how to deliver those services once sold.

Click here http://www.mspu.us/en/publications/the-best-it-service-delivery-book-ever.htm to check out the website with more information and to get access to the pre-order discount where you can save some money and get a good book. Check it out for yourself and let me know what you think.

Sunday, August 24, 2008

The Go Giver Weekend

Saturday August 23/24 will go down as a great weekend on the farm. About 50 people gathered to discuss a little book called “The Go Giver” that teaches five stratospheric laws to change the world. This event was really about looking at these laws through the context of scripture, and we spent the entire day reviewing how they can make a difference in life and business.
Jim Burnette led a worship team throughout the weekend that brought us into the right mindset for learning. We sang a mix of old and new praise songs and hymns and entered the day in the midst of God’s perfection – a cool gentle breeze which made it very comfortable in the tent.

The day was scattered with personal testimonies from a number of people – Jeff Penland from CNS in St Joseph, Brian Smith, Ken Shetler, Jeff Hundt and Steve Britt from Harlan, Mitch Miller from Dynamic Computer in Topeka, Hal Stevenson from Atlantic, and Pat Dolan from Dallas. These guys shared their heart and lives with us and dealt with the reality that life sometimes deals us some difficulties we need to endure, but there is an answer to all life’s issues. (see the agenda at www.arlinsorensen.com/farm.htm to see how the day played out.

As we dug into the meat of the event Brad Schow from Compudyne led off. He discussed the law of value which says: “Your true worth is determined by how much more you give in value than you take in payment”. That is not the normal wisdom of the world. Brad walked through the reality that life is about giving without any concern to what we will get in return. We do this not because we are great people, but because we have been truly blessed and are called to give. God takes care of the details.

Mike Martin from Walnut continued with law #2 – the law of Compensation. “Your income is determined by how many people you serve and how well you serve them”. Basic customer service 101 right? Not exactly. We need to serve and over serve and continue to serve people. We need to do it joyfully and find ways to do it more. As we do, we will be blessed, maybe not right then and there, but at some point. We need to lead and serve like Jesus. It is about building a servant’s heart. It is all about relationship.

Peter Sorensen from Pioneer spoke on the third law – the law of influence. That law says: “Your influence is determined by how abundantly you place other people's interests first”. Whoa – that is not the conventional wisdom. Here we go with that other people first mentality again. But it is the reality of how life works. When we put aside our own interests and focus on others, good things happen. If we truly want to influence, and that is what leadership really is all about, then we have to learn to put others first. We have to focus on their interests.

Phil Kenealy spoke on law four – the law of authenticity. “The most valuable gift you have to offer is yourself”. In our world today, authenticity is sort of a lost art. People don’t want to let anyone know what is really happening. They don’t want the world to see their warts and shortcomings, they just want to have it all seem just fine. But we all know that is not the case. God not only created us but He has a perfect plan for us. He knows what can happen in our lives. He wrote the playbook. It is up to us to understand who really is in control and live that way.

I finished the fifth law by talking about the law of receptivity. “The key of effective giving is to stay open to receiving”. We need to learn to receive. One of the key things in my life is prayer, and I pray this prayer daily: “And Jabez called on the God of Israel, saying, Oh that thou would’st bless me indeed, and enlarge my coast, and that thine hand might be with me, and that thou wouldest keep me from evil, that it may not grieve me! And God granted him that which he requested”. (1 Chron 4:10) Receiving is the key to giving actually happening. Too often we don’t want to let anyone help us – we resist their efforts to give. It stymies the cycle and prevents those who want to give from being blessed. We have to get this right. We have to receive what others want to give so the cycle can occur.

Sunday we concluded with some teaching from Rick Bahl from Chicago on living your faith through work, Dave Boettger from Harlan on supporting leaders, and Jim Burnette on building a life plan. The event wrapped with people heading back to put to work the things they had learned. That will be the measure of success. Vision without execution is hallucination.

Stuart Crawford has captured and written about the weekend in his blog: www.stuartcrawford.com.

He also posted some videos on YouTube.
Day One - http://www.youtube.com/watch?v=InuIMsRHr8I
Day Two Part One - http://www.youtube.com/watch?v=knYiRsNh7vg
Day Two Part Two - http://www.youtube.com/watch?v=Mdd-zhJptfY
Day Two Part Three - http://www.youtube.com/watch?v=xOlprUyIcsw

Life is all about giving and you can learn some important principles in the Go-Giver book. Check it out and put it in action - it will change your life!

Some Thoughts on Shots

Vlad Mazek posted a day or two ago about comments that I (meaning HTG) have sold out to Microsoft with our online version of the program since we are making it available to SBSC members exclusively. You can check it out at http://www.vladville.com/2008/08/as-the-sbs-world-turns.html#comment-36677. I have not read the initial comments he refers to but I hear the rumblings through the very healthy grapevine that exists in the SBS channel. I did want to post on my blog the response to this because it is important to understand just how important having strong vendor relationships is to success, both in our individual companies as well as for HTG. So here are my comments posted to Vlad's blog that expresses my feelings on partnering with vendors.

A few of the folks from HTG notified me of your post regarding “selling out” to Microsoft. First let me say thanks for your comments and support. I don’t have or spend much time worrying about what people think of what we do because like you, I understand that not everyone will agree with it anyway. Being an entrepreneur causes one to just get it done and not worry whether it is popular or mainstream. Success comes to those who do - not those who sit on the sidelines as commentators.

Microsoft has stepped up to help us offer something that is of value to those partners who want to grow their business. The online version of HTG is not designed for the masses, because the mass of partners in the channel don’t want to really grow their business. There is an overwhelming majority that want to be lifestyle partners - have enough business to make a good living and be content with that. Some days I sort of wish I was one of them. But because of the entrepreneurial seizures I continue to have, that doesn’t fit me. Having spent 10 years of my 23 year career in this industry as a sole proprietor or with only one employee - I know how hard it is to grow and made a lot of bonehead mistakes trying to figure it out. And I certainly don’t claim to have that done yet but we have grown to over 17M in revenue with 80 employees so we do have some clue what to do.

This program is designed for those partners who really want to grow their company. From my experience, you don’t do that alone. You need to have strong vendor partnerships and leverage those relationships in many ways to be successful in growing. I don’t really consider that selling out - to us it is partnering with the companies we are building our business around. At HTS that is Microsoft, HP and Sonicwall. We go to market everyday with those three and that relationship has treated us very well. Some would say it is selling out - I would tell you it is part of the secret to success.

Microsoft has stepped up to make the online version of HTG possible. No other vendor has been willing to do that. They have basically provided us the backend resources we need as well as rewarding partners who complete the course with enough value to make it FREE (at completion with the copy of SBS2008 you will recieve). I am not sure how that can be a bad thing.

One of the problems in the channel today is partner profitability and growth. We saw it last year in the pilot program we ran (again with Microsoft so this is not new at all - we did it last year as well). We started with 132 partners last year and a mere 68 completed the course. Some would say that is pretty good but certainly not for HTG standards and not in running a successful program. When someone drops out or fails to fully participate it robs the remaining members of the group of the value that spot needs to provide. HTG is about sharing - not getting. It is totally based on the pricipal of giving more than recieving. If you want to somewhat understand our philosophy - read the little book called “The Go Giver” and it will give a glimpse of the attitude HTG members have to have to succeed. So there is a bar to participate that we hope is high enough to keep all but the totally committed from signing up. We don’t make any money offering this - it goes to pay the facilitators, the content development, the administration and the costs of our celebration event next summer at WPC. But our goal is to build strong partners and give to the channel because I have seen over and over in my life the impact of living that principle. Good things come to those who give.

I think the real focus should be on the fact that a multi-billion dollar corporation that has really little to gain is making investments in small partners in SBSC. Let’s be real, and Vlad has pointed it out before, we cause a lot of issues without selling a lot of product. Even at HTS our sales are miniscule in the grand scheme of things for Microsoft. I realize they really don’t need us. But I am very grateful they allow us to build our success on their products and are willing to partner with us to train, market and drive sales. I will continue to “sell out” to Microsoft because that is how good business happens. To me, it will be called partnering and that is the spirit in which it will happen so it can be a win - win for all.

Thursday, August 21, 2008

Holy Cow Batman - It is Finally Here

Dean Paron from the SBS team has announced that the product, both standard and premium versions, have released to manufacturing (RTM) which means they are done and now in the process of being finalized for shipping. This is great news and really is a banner day for those of us who serve the SMB space. SBS has been a staple for us for years, and this new release will be the best ever and allow us to provide more value to our clients than ever before. Plus with all the new technologies now included, we can do more standardization and create better margins, managed service offerings and ultimately more revenue with this product.

November 12 is the official launch date and there will be much information to come regarding that time. For now, it is time to begin talking up the pending SBS release, making those last sales of the 2003 version with SA to lock in benefits like ISA, Outlook etc. and get customers ready for a great product that is on the train headed toward them. Don't miss the opportunity to drive revenue with this new wave of SBS!

Thursday, August 14, 2008

Are you Ready?

Live and in living color (Microsoft orange), the new EBS Jumpstart site has been brought to life and is now ready to help begin preparing you for the pending release of Microsoft Windows Essential Business Server 2008. That is a mouthful for sure. Here is the URL: http://www.ebsjumpstartkit.com/index.aspx.

This interactive site has been designed to help partners evaluate where they are in relationship to the needed skill sets required to be successful selling EBS into the mid market. It deals with issues related to technical, sales and marketing and also addresses the real issue - that of ownership. At the end of the day, a decision to add something new to a company's product offering is no small decision. It takes time and energy to learn, train, market and sell anything. So this site is designed to help you count those costs up front, before you jump in and decide you may not be quite ready. It will help you see if there are any areas you need to get up to speed on - areas you may have to make some investments.

There are things about EBS that some won't like. No different than anything else in life. If we surveyed your spouse or kids, they may even know some things about you they don't like. So it isn't a perfect solution. It has some warts and will require a change in thinking for some. But it is worth a close look. It has enough good qualities and opportunities to really be something you should consider seriously and evaluate fairly. I know in my case, if I focus on the things I might have done differently, I can certainly convince myself to push it aside and just determine before even really digging in I don't like it. But that would be a mistake. And just like relationships where I make initial determinations about people only to find out what I thought was true on the surface is not when I dig in a ways - that same experience will likely be true about EBS if you take a little time to learn about it.

My challenge to you is to invest some time - which none of us have - to learn about EBS and give it a fair shake. Business decisions and company leadership depend on those who run the place doing due diligence around opportunities. This is one investment you need to make. You may determine it is not a fit for your company. That result is fine as long as it really results from making a decison based on facts, not on reaction to what "seems to be". When I look at this product and consider how it fits with our HP blade strategy and the needs of our mid market clients, and even some of our smaller clients, EBS has a place in our practice. It isn't exactly how I would have designed it, but then again, had I built it there would likely have been more pressing issues like getting it to work at all......so that is why I am not a software architect or a developer and I leave that to the professionals. My expertise is applying technology to the business pains and needs of SMB clients. EBS fits in my toolbelt to do exactly that.

Take some time and do an evaluation of how this product might fit your client needs. The EBS Jumpstart is an attempt to help with that process. Not all the answers will be "you must go build an EBS practice". It gives you an honest response based on things that need to be in place to succeed. That is what we all want - to succeed in serving our clients and meeting their needs while removing their pain. And of course make a few bucks along the way. EBS can do that for many of us. I hope you don't miss that opportunity for your clients!

Saturday, August 9, 2008

Go Giver Revisited

At our HTG3 meeting this week in Vancouver, we had an assignment to read the book titled "Go Giver" and share a book report on the topic. I assign books to the groups fairly regularly, and there is the normal difference of opinion on what people think. Some books don't get read because they are too long or just don't captivate people. Many books get skimmed and barely touched. But every person had read and enjoyed this little book. Most said once they started they couldn't put it down. It just captivates you and draws you in with the common sense and basic principles of life that work.

The reports were pretty similar - the book doesn't give a lot of room for, nor need to, think deeply and try to disect the truth. It is right there - in five clear laws that apply no matter what the relationship. And the foundation is all about giving. That is the basic building block for any relationship, be it with your spouse, your employees or your clients. The more we give, the more we will recieve. But that is never the motivation, or shouldn't be. It is just the reality. The key is not to keep score. That comment came out a number of times during our three days. People tend to want to keep score and determine who owes who what. But the basis of giving has nothing to do with the score. It has to do with the desire to provide something to someone else without strings attached.

I have recommended it before, but am doing it again. This is a book that gives a great view of how to live life and make a difference in people's lives. The story is focused on money, but it is the concept that is key. It is the investment in others that really will make a difference. We need to be intentional and look for significant opportunities to really impact one another. When we do, everyone gains so much.

Wednesday, August 6, 2008

HTG3 meeting in Canada

I am up in Vancouver in the nation north of us to meet with the folks in HTG3. This group has been together a while, and has some unique attributes, but the thing they really get is how to have community. They connect regularly - almost hourly it seems - and work on life together. It makes me smile to see it in action - the power of peer groups in action.

Their assignment for this meeting, among the regular stuff, is to prepare their personal disaster recovery plan. What happens when something happens to them. I have had a lot of interaction with the group as they try to prepare for this meeting. No one wants to think through the things that can happen. Death is the obvious one, but what about an extended illness, even a short term illness or what some fear most, a permanent disability. Do you have a plan to address all those things.

You need to evaluate it in several different ways. First the impact any of those events might have on your family. But what about your business - and if it is not you who has the event occur - what if it is your partner or key employee? Do you have a plan for your business too? I have been facing the reality that I need to get this lined up for my parents who are in their 80's. As an executor, I will be dealing with their estate and honestly am not informed nearly enough. So it makes a lot of sense to spend some time getting the info now while I can get it easily rather than wait til something occurs and then try and figure it out on my own. Sort of like asking directions when I am driving - I never do that even when I am hopelessly lost. But when it comes to personal planning - the stakes are a lot higher than a few wasted gallons of gas and some lost time.

So this exercise is important, and while it has been extremely challenging for some, who seem to think they are immortal, I guarantee than everyone who prepares will have that plan executed at some point in the future. It will happen - I can't tell you when - but I can tell you without a doubt it will happen! So don't be like the shoe cobbler - do what you tell your clients to do and get a plan for your future!

Friday, August 1, 2008

The Mojave Experiment

Microsoft got a little creative in trying to figure out what is wrong with Vista. They found out what I think is also true for most about the economy - most of the issues are perception rather than based in reality. Unfortunately, perception always becomes reality. But check this out. It is time to not only look at Vista - it is time to be using it. Shame on you if you are a partner and still running XP. Shame on some of me too because we are not completely migrated internally yet. Still a lot of old machines (I am cheap) that don't have the horsepower. But all that do and all new machines are firmly running Vista including all 5 of my work and personal boxes. (does that make me an addict?) Check out the details on this experiement:

There was a financial analyst webcast last week and an exciting new marketing/pr initiative called the Windows Mojave Experience www.mojaveexperiment.com was shown. I couldn’t resist the opportunity to share it broadly – it is a very clever way of starting to think about how we can change perceptions on our flagship product.

In short, a focus group of Mac, Linux, or legacy Windows users who had low perceptions of Vista were shown a demonstration of a new operation system codenamed “Mojave” – when in fact it was Vista. The results were amazing: of the 120 respondents polled, on a scale of 1:10 where 10 was the highest rating, the average pre-rating for Windows Vista was 4.4. After they saw the demo, respondents rated Mojave an average of 8.5. It clearly shows, that many of our challenges on Vista are now perception based.

This experiment offers us a great proof point. Vista really is not an issue - it is a bad perception and press that is the issue. Yes it requires the right hardware but the time in now to make the move!

Are you signed up for BPOS

Unless you have been living under a rock, you should know by now that Microsoft has announced their online strategy called BPOS. We are now using 4 letter acronyms as we evidently have run out of shorter ones. But the reality is that this train has left the station and is on the tracks. Cloud computing will come, even to the SMB, but not today or tomorrow for most of our customers. But none-the-less, it is coming and I encourage you to start to learn and understand what it means. Just like any new technology or change in our industry, it takes time to figure it all out and this is no different. We need to start to get acquainted and understand where it fits and how we will engage. It is not about the 12% first year payments, or the 6% ongoing fees - it is about how we learn to build process and value for our clients through implementing these technologies.

CRN quoted Ray Ozzie from Microsoft on this topic yesterday: "Microsoft's opportunity in this space is perfectly aligned with that of our partners to provide them with the platforms and the tools to make this transition, leveraging our experience as well as our substantial economies of scale in embracing the cloud," Ozzie said.

Ozzie also said Microsoft will offer developers and VARs a pay-as-you-go model for the infrastructure they consume, adding that margins will increase as they move higher up in the stack. "I would expect that the lowest-level computation or storage or whatever infrastructure is going to have lower margins than something at the level of a building block, like a SQL in the cloud, which will have lower margins than something at the application level, and so on," Ozzie said.

You can read their story at http://www.crn.com/software/209900488.

This is all about the business triangle concept I have been preaching the last year or so - we have to learn new skills and move up the stack of value to stay relevant. For now, I encourage you to get set up with a BPOS account. I went through the drill the other day and took the training, filled out the legal doc and passed the online test. It takes an hour or so to get done. Here is the link: https://www.discoveronlineservices.com/Pages/Default.aspx. No reason to put it off - no cost - and the time to learn is now.

I encourage you to start getting acquainted with these services and the concept of cloud computing. I don't think it is imminent, but it is coming and those who learn and are ready to leverage it will have a significant competitive advantage when the train arrives!

Tuesday, July 29, 2008

New Groups Formed for HTG

I get excited when we are able to finally get new groups into the HTG family and yesterday that happened as we started HTG12 and HTG13 here with their initial meeting in Iowa. HTG12 is a group of companies that primarily were in the online program last year and are being led by Erik Thorsell from Minneapolis.

HTG13 is being led by David Cooksey from St Joseph, one of the founding companies from way back in 2001. His group is also filled with great companies with a lot of diversity in their business models. Both groups were out to the technofarm last night here at HTS for some bbq and good old Iowa hospitality. We always like to start new groups out with a trip to the farm.

There will be another set of groups beginning in October, so if you are interested or know of a company that would be a good fit they can apply at www.htgmembers.com by filling out the survey there.

Sunday, July 27, 2008

Free E-Book

Stuart Crawford has released a new ebook - Connecting the Dots - via his blog link. It is a short read which I was able to take on the plane ride back from Redmond this weekend. I encourage you to download it and take a look. He builds on a number of ideas that I have written on in my business triangle view of the world - his dots probably a little clearer and his thoughts very nicely defined.

Change is coming - this ebook is a good place to spend a little time thinking about what that change may involve. Get it here:

http://blog.itsuccessmentor.com/connect-the-dots

Thanks for making this available to the community for no charge Stuart. It is great to have access to thoughtful information that will help us all prepare for the future.

HTS Recieves CRN Fast Growth 100 Award

HTS was honored this past week by being named to the CRN Fast Growth 100 Awards list for 2008. We were recognized on the 2007 list at #67 but this year have climbed to #24. We are honored and blessed by the good things that have been happening at HTS. We recognize that this is a team award - that management may guide the ship - but there are 85 professionals that are touching and serving our clients every day that make growth possible. The team at HTS has made this award possible, and we are grateful for each and every one of them.

Check it out online at http://www.crn.com/it-channel/209600540?pgno=3. You can learn all about the Fast Growth 100 online at CRN as well. This is a very prestigious award for us to recieve two years in a row. Part of the celebration will be a day in Chicago mid October where we will be able to connect with others on the list and learn from those who have achieved much in their companies as well.

We never quit learning, which is why the Heartland Tech Groups are so important for us. Part of the credit for this award has to also go to the many companies in HTG that we have learned from quarter after quarter. We may be one of the largest in the organization, but we certainly don't have it all figured out and learn continually from each of you as we share our businesses and lives together. Thanks to each of you for your impact, encouragement and participation.

We also recognize that our key vendors - Microsoft, HP and Sonicwall - have made this possible by providing us with great products we can build solutions and services around. And of course our distribution partner Ingram has been a huge part of our growth and success not only by delivering products on time but by investing in our company through many avenues - most importantly connecting us with great people.

None of it could happen at all if we weren't surrounded by fantastic small and medium businesses who entrust their networks and IT needs to us every day. Our team continues to go out and find ways to help our clients succeed which is really the end game for all of us.

So while I am humbled by the award and position we have been given, I also know it took a village, if you will, to allow us to become what we are today - a small business VAR (or solution provider, or system integrator or whatever you want to call us) in the middle of an Iowa cornfield. It didn't happen without the investment of very many people and to each who have been part of that journey I say thank you!

Friday, July 25, 2008

Is Your DNS Patched?

In case you have been living under a rock for the past month like I have, you may not have heard about the DNS cache exploit recently discovered by Dan Kaminsky. I was on Microsoft campus this week and had several of the developers verify this is the real deal and patching needs to happen asap if you have not done it already. You also need to verify that WSUS got it done for you. This might be one of the most severe flaws discovered as it was cross platform affecting everything from Windows to Linux, UNIX, Cisco IOS etc.... It was so big in fact that all the major vendors worked together to get the patch issued on the same day. The flaw would allow an attacker to insert a malicious DNS record into the cache. As an end user you type in Internet address and rather than get the proper IP address the cache delivers the malicious IP address sending you somewhere else. You can find out more on the details of the flaw at Dan's blog.

You should make sure that you are patched. Make sure that your upstream ISP DNS servers are patched by calling them or using Dan's DNS Checker at the top of his website.
So why all of a sudden a rush to ensure you are patched? Well the patches issued by the vendors have been reverse engineered and exploit code has been published!

MS08-037 - Vulnerabilities in DNS Could Allow Spoofing (953230)
KB953230 - Vulnerabilities in DNS could allow spoofing

Go. Read. Patch. Now.

Thursday, July 24, 2008

Small Business IT Radio

Join Stuart Crawford tomorrow, Friday July 25, as he hosts Greg Davis, the DELL Channel Boss on Small Business IT Radio. Hear the show live at Noon Eastern. It will also be available via download afterwords.

http://www.smallbusinessitradio.com

Iron Chef Video from WPC

At the WPC event in Houston earlier this month I had the opportunity to do a presentation with Erik Thorsell, Ric Opal and Glen Lowe to help create a little interest and understanding about the new Windows Essential Business Server that will ship this fall. If you aren't up to speed on this product - you need to start getting familiar.

We didn't do a normal presentation at all - it was a takeoff on the Iron Chef TV series and we had some fun. I made a little snafu in the presentation but overall I hope you find it enjoyable. There will be more tools coming very soon for you to evaluate your readiness for EBS, but take some time for a laugh or two and begin thinking about how you will add EBS to your portfolio going forward.

http://www.facebook.com/p.php?i=665414301&k=X5EZ3Z64P4ZM5ACEWFY2WW

Send any feedback via this blog. Would love to hear what you think.

Wednesday, July 23, 2008

SBS RC1 is Official

A great milestone has happened for those of us selling SBS as it has now entered the home stretch. RC1 has been signed off and we are inching ever so close to release later this fall. The team that builds this product is a great bunch I have been blessed to know and work with for a lot of years. They really want to get it right for us as partners, and want to build a product that is able to shed the cloud that the name "Small" carries with it. So it has to be better than it's big brother Windows and after a little bumpy start with 4.0, they have achieved that. The 2008 release will blow that wide open as SBS comes to the table with what I think are superior features and value to the channel.

As good as the product is, the celebration of the signoff is what I want to highlight. Sean Daniels captured a great moment in the product development cycle. This is the important stuff - not those code breakthroughs that solve world issues - it is the team interaction that makes SBS what it is. I have come to really appreciate Kevin Kean who leads the team in building this product. He is a great guy and has been able to deal with his NY roots pretty well. :-) Check out this video where the team enjoyed a little fun at Kevin's expense. This is a sign of a great manager - to be willing to take one for the team. Next time you guys should use a little food coloring in the mix, or some chocolate on top, but way to dip him deep. I only wish I could have been there to see it in person. How come Chris Phillips didn't have to take a dive too? Maybe I can help make that happen....take one for the partners Chris?

http://sbs.seandaniel.com/2008/07/sbs-signs-off-on-rc1.html

Thanks for all the hard work to date and know the partner base is really looking forward to getting our hands on a fantastic product for our joint clients this fall. Keep after it!