Category Archives for "Managed Services News"

Jan 07

Four M&A Considerations When Selling Your Business

By | Managed Services News

While the sale of a company can be exciting and normally leads to a positive outcome, “the M&A process can be quite confounding and stressful.”

There might not be a hotter topic in the IT space today than mergers and acquisitions (M&A). The private equity world has descended upon us, and the buzz is everywhere. In 2021, global mergers and acquisition volumes have so surpassed $4.3 trillion, according to Refinitiv data. It marks a surge from a total of $3.6 trillion reached in 2020.

Earlier this year, P1 Network News hosted corporate/M&A attorney Garth Stevens, Partner with Arizona law firm Snell & Wilmer. The segment was an attendee favorite, packed with substantive advice that our partners, and all business owners, need to know when it comes to selling their businesses.

For those of you who are being asked about an exit strategy, pay attention. The decision to sell can be lifechanging, and there is much to be considered.

According to Stevens, while the sale of a company can be exciting and normally leads to a positive outcome, “the M&A process can be quite confounding and stressful.”

During the P1 Network News segment, he shared four key considerations when preparing for a potential M&A event:

  1. Have you set your goals and expectations?

The most important thing for someone contemplating a sale: What are your goals and expectations from a sale transaction?  As a seller, you will want to be sure that your goals and expectations are aligned with reality. This is particularly important in terms of aligning your perspective on what your company is worth relative to what the market says and how you intend to be paid. Most buyers these days are private equity firms that do not pay 100% cash at closing and may expect you, as the owner, to retain a portion of ownership–and even remain employed for a period of time after the sale closes. They may also want to pay a (small) portion of the purchase price by giving you an unsecured promissory note.

  1. What can you be thinking about in anticipation of the sale?

First of all, if the business is owned by more than a single owner, you should work to get buy-in from all owner parties as to moving forward with a sale, or at least from those owners who comprise a majority of the company’s ownership. Second, you should do your best to get your house in order. Organize your documents and records. Update your financial records, including, if possible, having your most recent annual financial statements reviewed or even audited. If you have operational, customer or supplier issues that need fixing, get on that. The more organized and “clean” your business is going into the sale process, the easier the process will be. Buyers can lose confidence if a company targeted for acquisition is in administrative disarray, has poor financial accounting or records or has a pattern of unresolved operational problems.

  1. What to expect in the sale process?

A typical M&A deal takes anywhere from two months to six months from start to finish. Phase 1 is the most exciting phase, which may be viewed as the “dating phase.” During this phase, sellers are having discussions with prospective buyers and getting a sense of what a deal is going to look like.  Click on Page 2 to continue reading…

Jan 07

New, Changing Channel Programs: AT&T, Verizon, AWS, N-Able, Zoom, Tech Data

By | Managed Services News

Vendors are all about MDF, co-selling and partner portals these days.

Vendors continue to court the channel with market development funds, discounts and other financial incentives.

Investment in partners appears to be increasing all across the board. We’re seeing it in the networking space, with Juniper Networks expanding benefits for qualifying partners, and younger companies like Bandura Cyber getting in on the agent channel for the first time.

Multiple providers launched new partner portals last month. That includes Verizon, Lumen and Glasswall. Vendors seem to agree that automation and centralized visibility will help differentiate their partner experience from that of their competitors.

We’re also seeing some vendors double down on a co-selling strategy. That includes N-able, which is counting on direct-indirect teamwork to expand in Europe, and AWS, which reports channel integration success.

Scroll through the 17 images above to see the latest channel program updates.

Check out our November channel programs recap if you missed it.

Jan 07

Four M&A Considerations When Selling Your Business

By | Managed Services News

While the sale of a company can be exciting and normally leads to a positive outcome, “the M&A process can be quite confounding and stressful.”

There might not be a hotter topic in the IT space today than mergers and acquisitions (M&A). The private equity world has descended upon us, and the buzz is everywhere. In 2021, global mergers and acquisition volumes have so surpassed $4.3 trillion, according to Refinitiv data. It marks a surge from a total of $3.6 trillion reached in 2020.

Earlier this year, P1 Network News hosted corporate/M&A attorney Garth Stevens, Partner with Arizona law firm Snell & Wilmer. The segment was an attendee favorite, packed with substantive advice that our partners, and all business owners, need to know when it comes to selling their businesses.

For those of you who are being asked about an exit strategy, pay attention. The decision to sell can be lifechanging, and there is much to be considered.

According to Stevens, while the sale of a company can be exciting and normally leads to a positive outcome, “the M&A process can be quite confounding and stressful.”

During the P1 Network News segment, he shared four key considerations when preparing for a potential M&A event:

  1. Have you set your goals and expectations?

The most important thing for someone contemplating a sale: What are your goals and expectations from a sale transaction?  As a seller, you will want to be sure that your goals and expectations are aligned with reality. This is particularly important in terms of aligning your perspective on what your company is worth relative to what the market says and how you intend to be paid. Most buyers these days are private equity firms that do not pay 100% cash at closing and may expect you, as the owner, to retain a portion of ownership–and even remain employed for a period of time after the sale closes. They may also want to pay a (small) portion of the purchase price by giving you an unsecured promissory note.

  1. What can you be thinking about in anticipation of the sale?

First of all, if the business is owned by more than a single owner, you should work to get buy-in from all owner parties as to moving forward with a sale, or at least from those owners who comprise a majority of the company’s ownership. Second, you should do your best to get your house in order. Organize your documents and records. Update your financial records, including, if possible, having your most recent annual financial statements reviewed or even audited. If you have operational, customer or supplier issues that need fixing, get on that. The more organized and “clean” your business is going into the sale process, the easier the process will be. Buyers can lose confidence if a company targeted for acquisition is in administrative disarray, has poor financial accounting or records or has a pattern of unresolved operational problems.

  1. What to expect in the sale process?

A typical M&A deal takes anywhere from two months to six months from start to finish. Phase 1 is the most exciting phase, which may be viewed as the “dating phase.” During this phase, sellers are having discussions with prospective buyers and getting a sense of what a deal is going to look like.  Click on Page 2 to continue reading…

Jan 07

New, Changing Channel Programs: AT&T, Verizon, AWS, N-Able, Zoom, Tech Data

By | Managed Services News

Vendors are all about MDF, co-selling and partner portals these days.

Vendors continue to court the channel with market development funds, discounts and other financial incentives.

Investment in partners appears to be increasing all across the board. We’re seeing it in the networking space, with Juniper Networks expanding benefits for qualifying partners, and younger companies like Bandura Cyber getting in on the agent channel for the first time.

Multiple providers launched new partner portals last month. That includes Verizon, Lumen and Glasswall. Vendors seem to agree that automation and centralized visibility will help differentiate their partner experience from that of their competitors.

We’re also seeing some vendors double down on a co-selling strategy. That includes N-able, which is counting on direct-indirect teamwork to expand in Europe, and AWS, which reports channel integration success.

Scroll through the 17 images above to see the latest channel program updates.

Check out our November channel programs recap if you missed it.

Jan 07

Four M&A Considerations When Selling Your Business

By | Managed Services News

While the sale of a company can be exciting and normally leads to a positive outcome, “the M&A process can be quite confounding and stressful.”

There might not be a hotter topic in the IT space today than mergers and acquisitions (M&A). The private equity world has descended upon us, and the buzz is everywhere. In 2021, global mergers and acquisition volumes have so surpassed $4.3 trillion, according to Refinitiv data. It marks a surge from a total of $3.6 trillion reached in 2020.

Earlier this year, P1 Network News hosted corporate/M&A attorney Garth Stevens, Partner with Arizona law firm Snell & Wilmer. The segment was an attendee favorite, packed with substantive advice that our partners, and all business owners, need to know when it comes to selling their businesses.

For those of you who are being asked about an exit strategy, pay attention. The decision to sell can be lifechanging, and there is much to be considered.

According to Stevens, while the sale of a company can be exciting and normally leads to a positive outcome, “the M&A process can be quite confounding and stressful.”

During the P1 Network News segment, he shared four key considerations when preparing for a potential M&A event:

  1. Have you set your goals and expectations?

The most important thing for someone contemplating a sale: What are your goals and expectations from a sale transaction?  As a seller, you will want to be sure that your goals and expectations are aligned with reality. This is particularly important in terms of aligning your perspective on what your company is worth relative to what the market says and how you intend to be paid. Most buyers these days are private equity firms that do not pay 100% cash at closing and may expect you, as the owner, to retain a portion of ownership–and even remain employed for a period of time after the sale closes. They may also want to pay a (small) portion of the purchase price by giving you an unsecured promissory note.

  1. What can you be thinking about in anticipation of the sale?

First of all, if the business is owned by more than a single owner, you should work to get buy-in from all owner parties as to moving forward with a sale, or at least from those owners who comprise a majority of the company’s ownership. Second, you should do your best to get your house in order. Organize your documents and records. Update your financial records, including, if possible, having your most recent annual financial statements reviewed or even audited. If you have operational, customer or supplier issues that need fixing, get on that. The more organized and “clean” your business is going into the sale process, the easier the process will be. Buyers can lose confidence if a company targeted for acquisition is in administrative disarray, has poor financial accounting or records or has a pattern of unresolved operational problems.

  1. What to expect in the sale process?

A typical M&A deal takes anywhere from two months to six months from start to finish. Phase 1 is the most exciting phase, which may be viewed as the “dating phase.” During this phase, sellers are having discussions with prospective buyers and getting a sense of what a deal is going to look like.  Click on Page 2 to continue reading…

Jan 07

New, Changing Channel Programs: AT&T, Verizon, AWS, N-Able, Zoom, Tech Data

By | Managed Services News

Vendors are all about MDF, co-selling and partner portals these days.

Vendors continue to court the channel with market development funds, discounts and other financial incentives.

Investment in partners appears to be increasing all across the board. We’re seeing it in the networking space, with Juniper Networks expanding benefits for qualifying partners, and younger companies like Bandura Cyber getting in on the agent channel for the first time.

Multiple providers launched new partner portals last month. That includes Verizon, Lumen and Glasswall. Vendors seem to agree that automation and centralized visibility will help differentiate their partner experience from that of their competitors.

We’re also seeing some vendors double down on a co-selling strategy. That includes N-able, which is counting on direct-indirect teamwork to expand in Europe, and AWS, which reports channel integration success.

Scroll through the 17 images above to see the latest channel program updates.

Check out our November channel programs recap if you missed it.

Jan 07

Four M&A Considerations When Selling Your Business

By | Managed Services News

While the sale of a company can be exciting and normally leads to a positive outcome, “the M&A process can be quite confounding and stressful.”

There might not be a hotter topic in the IT space today than mergers and acquisitions (M&A). The private equity world has descended upon us, and the buzz is everywhere. In 2021, global mergers and acquisition volumes have so surpassed $4.3 trillion, according to Refinitiv data. It marks a surge from a total of $3.6 trillion reached in 2020.

Earlier this year, P1 Network News hosted corporate/M&A attorney Garth Stevens, Partner with Arizona law firm Snell & Wilmer. The segment was an attendee favorite, packed with substantive advice that our partners, and all business owners, need to know when it comes to selling their businesses.

For those of you who are being asked about an exit strategy, pay attention. The decision to sell can be lifechanging, and there is much to be considered.

According to Stevens, while the sale of a company can be exciting and normally leads to a positive outcome, “the M&A process can be quite confounding and stressful.”

During the P1 Network News segment, he shared four key considerations when preparing for a potential M&A event:

  1. Have you set your goals and expectations?

The most important thing for someone contemplating a sale: What are your goals and expectations from a sale transaction?  As a seller, you will want to be sure that your goals and expectations are aligned with reality. This is particularly important in terms of aligning your perspective on what your company is worth relative to what the market says and how you intend to be paid. Most buyers these days are private equity firms that do not pay 100% cash at closing and may expect you, as the owner, to retain a portion of ownership–and even remain employed for a period of time after the sale closes. They may also want to pay a (small) portion of the purchase price by giving you an unsecured promissory note.

  1. What can you be thinking about in anticipation of the sale?

First of all, if the business is owned by more than a single owner, you should work to get buy-in from all owner parties as to moving forward with a sale, or at least from those owners who comprise a majority of the company’s ownership. Second, you should do your best to get your house in order. Organize your documents and records. Update your financial records, including, if possible, having your most recent annual financial statements reviewed or even audited. If you have operational, customer or supplier issues that need fixing, get on that. The more organized and “clean” your business is going into the sale process, the easier the process will be. Buyers can lose confidence if a company targeted for acquisition is in administrative disarray, has poor financial accounting or records or has a pattern of unresolved operational problems.

  1. What to expect in the sale process?

A typical M&A deal takes anywhere from two months to six months from start to finish. Phase 1 is the most exciting phase, which may be viewed as the “dating phase.” During this phase, sellers are having discussions with prospective buyers and getting a sense of what a deal is going to look like.  Click on Page 2 to continue reading…

Jan 07

New, Changing Channel Programs: AT&T, Verizon, AWS, N-Able, Zoom, Tech Data

By | Managed Services News

Vendors are all about MDF, co-selling and partner portals these days.

Vendors continue to court the channel with market development funds, discounts and other financial incentives.

Investment in partners appears to be increasing all across the board. We’re seeing it in the networking space, with Juniper Networks expanding benefits for qualifying partners, and younger companies like Bandura Cyber getting in on the agent channel for the first time.

Multiple providers launched new partner portals last month. That includes Verizon, Lumen and Glasswall. Vendors seem to agree that automation and centralized visibility will help differentiate their partner experience from that of their competitors.

We’re also seeing some vendors double down on a co-selling strategy. That includes N-able, which is counting on direct-indirect teamwork to expand in Europe, and AWS, which reports channel integration success.

Scroll through the 17 images above to see the latest channel program updates.

Check out our November channel programs recap if you missed it.

Jan 07

Four M&A Considerations When Selling Your Business

By | Managed Services News

While the sale of a company can be exciting and normally leads to a positive outcome, “the M&A process can be quite confounding and stressful.”

There might not be a hotter topic in the IT space today than mergers and acquisitions (M&A). The private equity world has descended upon us, and the buzz is everywhere. In 2021, global mergers and acquisition volumes have so surpassed $4.3 trillion, according to Refinitiv data. It marks a surge from a total of $3.6 trillion reached in 2020.

Earlier this year, P1 Network News hosted corporate/M&A attorney Garth Stevens, Partner with Arizona law firm Snell & Wilmer. The segment was an attendee favorite, packed with substantive advice that our partners, and all business owners, need to know when it comes to selling their businesses.

For those of you who are being asked about an exit strategy, pay attention. The decision to sell can be lifechanging, and there is much to be considered.

According to Stevens, while the sale of a company can be exciting and normally leads to a positive outcome, “the M&A process can be quite confounding and stressful.”

During the P1 Network News segment, he shared four key considerations when preparing for a potential M&A event:

  1. Have you set your goals and expectations?

The most important thing for someone contemplating a sale: What are your goals and expectations from a sale transaction?  As a seller, you will want to be sure that your goals and expectations are aligned with reality. This is particularly important in terms of aligning your perspective on what your company is worth relative to what the market says and how you intend to be paid. Most buyers these days are private equity firms that do not pay 100% cash at closing and may expect you, as the owner, to retain a portion of ownership–and even remain employed for a period of time after the sale closes. They may also want to pay a (small) portion of the purchase price by giving you an unsecured promissory note.

  1. What can you be thinking about in anticipation of the sale?

First of all, if the business is owned by more than a single owner, you should work to get buy-in from all owner parties as to moving forward with a sale, or at least from those owners who comprise a majority of the company’s ownership. Second, you should do your best to get your house in order. Organize your documents and records. Update your financial records, including, if possible, having your most recent annual financial statements reviewed or even audited. If you have operational, customer or supplier issues that need fixing, get on that. The more organized and “clean” your business is going into the sale process, the easier the process will be. Buyers can lose confidence if a company targeted for acquisition is in administrative disarray, has poor financial accounting or records or has a pattern of unresolved operational problems.

  1. What to expect in the sale process?

A typical M&A deal takes anywhere from two months to six months from start to finish. Phase 1 is the most exciting phase, which may be viewed as the “dating phase.” During this phase, sellers are having discussions with prospective buyers and getting a sense of what a deal is going to look like.  Click on Page 2 to continue reading…

Jan 07

It’s Time to Join Your Customers in Embracing a Digital Mindset for the Future

By | Managed Services News

Channel partners must first sync their own service models with digital transformation to help customers.

Ingram Micro's Sanjib Sahoo

Sanjib Sahoo

The IT channel in any industry right now is beleaguered. Everyone is looking for a means to execute on digitization with an eye toward conserving staff resources and realizing ROI with any strategic move. This landscape is an opportunity for businesses in the channel – distributors, providers and partners alike – to step up and embrace a digital mindset that will help their own business as well as those they serve.

Adopting the Digital Mindset

The traditional way of operating in the IT channel doesn’t work anymore. The mindset of the future requires moving from legacy, manual processes that reduce EBITDA margins and using the full complement of technology platforms that bring efficiency, enhance customer experience and improve margins as well.

But the true value isn’t about developing another cool app or tool. It’s in using tools that bring value creation. For example, to get your customers the answers and solutions they need quickly, you must better anticipate their needs, as well as the needs of those they sell to and collaborate with. Then, using machine learning, you can push recommendations and insights to them.

Focusing on business model change, and not just another technology tool in the bag, is a core part of the digital mindset.

Starting from Within

Another aspect of the digital mindset is changing your approach to service delivery. That can entail a major shift from a channel-driven approach to a demand-driven approach. Your ecosystem – including associates, partners, providers, and customers – are all dealing with historic levels of complexity and need answers in a timely fashion. Helping them get what they need on demand is the smart strategy.

A best practice is to offer a single pane of glass to serve your varying audiences through the life cycle of their engagement. This will help reduce the headache of them having to navigate through siloed data files or systems across a myriad of software and offerings. This single pane will also be the repository for the intelligence gained through machine learning and can be used to improve business use cases including pricing, recommendations and renewals.

While collecting the data is foundational, it is equally as important to remember to prioritize the use cases by value creation. Automation can be further used to help expedite recommendations or to send alerts on renewals, for example. Enriching the customer experience through automation will be an asset in pricing negotiations and renewals as well.

Shifting Your Viewpoint

We know embracing the digital mindset, bringing in technology that adds value creation and eliminating headache complexity through streamlined services, helps all of us bring digitization forward. But what about the culture of your organization? How can you make this compelling for all? Taking a design thinking view of the customer journey is an approach that can bring everyone together.

Design thinking is more of a spirit than a process. It is about solving problems in a more collaborative way, about everyone, regardless of position, focusing on how the use case can improve the customer experience. It has application in the way we price, build, and do life cycle management.

Going forward, you can take this collective spirit and create an execution plan that balances risk to current performance with future transformation. It’s about sequencing change to show value incrementally, but not pausing – or even disrupting – your current business.

While you may be tempted to execute short-term technology initiatives, for digitization to work for your company, your partners and your customers, you must architect for infinite business models. The market is always evolving. By shifting your thinking, you will be able to respond to these market dynamics and new competition. This resilient, modern digital mindset is your protection against future unknowns.

Sanjib Sahoo is executive vice president and chief digital officer at Ingram Micro Inc. His more than 20 years business experience includes stints at XPO Logistics and TradeMonster (E*Trade/Morgan Stanley). In October 2021, Sahoo was one of 10 global leaders named to Constellation Research’s Business Transformation 150 Hall of Fame. He is a graduate of Harvard Business School’s Advanced Management Program, holds a master’s degree in computer applications from the Institute of Management Technology, India, and a bachelor’s degree in economics from Calcutta University, India. You may follow him on LinkedIn or @IngramMicroInc on Twitter.

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