Coaching in the Big Leagues: Stuart Selbst

As a start-up entrepreneur, I try to focus on two things each day; writing and building channel communication plans for my new clients. That’s not to say I’m ignoring the process of prospecting future business and doing 101 other tasks each day, but my primary responsibility is to the projects that pay the bills today.  My actions don’t differ from many emerging solution provider business owners, and that may create problems for strategic growth and profitability goals. I’m aware of my short-term business deficiencies and working to improve my processes and planning every day, but many entrepreneurs get buried in the daily minutia and don’t plan the next steps in developing their business. That’s where a well-qualified business coach is critical, becoming the conscience of your business plans (to the point you’d swear they were hired by your bank). In the IT services and managed services space, Stuart Selbst fills that role quite handily with a great combination of personal IT business success and years of personal training experience.

I’ve had the pleasure of knowing Stuart for a few years through our work with several CompTIA services group initiatives, and had the privilege of meeting many of his clients over that time. His partners can’t say enough about working with him and the testimonials are so positive it’s almost embarrassing (in a good way). Each is quick to point out tangible results from their business relationship and Stuart estimates their average revenue growth in 2009 was 68% -just ask them if you have any doubts! [I’ll add my FTC disclaimer here and say I am not, nor have ever been a client of Stuart Selbst Consulting and do not receive financial incentives for including Stuart or his company in my blog.]

Business success requires discipline; a collaborative focus on achieving the business client’ short and long term goals, with the owner assuring tasks are executed to achieve the targets set for each period. The business coach’s role may be multifaceted, but in the end it’s critical they ensure their clients are setting and attaining goals at the upper end of the company’s potential. You employ a business coach when you want to maximize the productivity and success of your business, not just to keep growth at the same pace (unless circumstances require it). Stuart puts his knowledge of industry best practices and industry experience to work, and ensures mutually created plans are adhered to. Most of all, Stuart assesses the steps taken and ensures the goals are within reach, then helps adjust the plans if results aren’t where they need to be.

 In addition to one-on-one sessions with clients, Stuart provides group training and seminars on occasion. He works collaboratively with many experts in different disciplines, and hosts educational events across the continent with this team of managed services and IT business thought leaders.

Stu knows how to build a conducive learning environment at his training conferences, illustrated by his upcoming Spring Training for Business event, March 10-13 in Phoenix. Attendees will enjoy a great round of desert golf, followed by 2½ days of business education workshops conducted by IT industry professionals, and then cap it off with a dose of spring training baseball. It’s already a great value at $999, but Stuart is offering a $200 discount to anyone registering through my blog (just use code TSC200 when signing up at Spring Training for Business).

If you’re an emerging IT business owner and can’t get to Phoenix in March to experience Stuart Selbst live, check out his site and sign up for his blog. You’ll find he’s extremely focused on the success of his clients, well versed in running an IT business, and is a very passionate about what he does. If you think your business can do better (even if you are profitable), give him a call and discuss the prospects of working together.   

Website: http://www.stuartselbst.com/

Blog: http://www.stuartselbst.com/Rss.aspx?ContentID=899899

Larry Schulze- Putting the Pro in Profitable Channel Businesses

If I had to select the most discussed IT channel business topics of 2009, peer groups would have to at the top of my list. Service providers, distributors and vendors all joined in a frenzy of activity, engaging with one or multiple communities to gain a competitive advantage. At times, it seemed as if every other blog or channel article involved Heartland Technology Group, MSP Services Network or Taylor Business Group, increasing the awareness and demand of each. The peer concept wasn’t new in 2009, but seemed to hit critical mass in hype as well as tangible evidence of their success.

 Larry Schulze is considered a pioneer of these fostering communities, and continues to help organize groups around the world. He co-founded TBG (Taylor Business Group) several years ago to help VARs develop the business skills needed to meet the challenges of a rapidly changing channel. This started as one-on-one coaching (which TBG continues to provide), but evolved into communities of several similar businesses to discuss financial challenges, share best practices, and mentor each other in areas of individual expertise. These BIG (Business Improvement Groups) communities include 10-12 members and cover the US, Canada, and any other corners of the world. New groups launch regularly as more companies discover the benefits available from this interaction.

The transition from traditional services to managed services seems to be a ket driver in the escalation of peer group demand, but the economic conditions and continuing search for better business acumen are surely contributing to membership growth too. If you also consider the channel-related challenges presented by cloud computing and SaaS applications, many IT business owners are looking to these collaborative groups, where they can share concerns, best practices and brainstorm. That’s where Larry and TBG step in.

The TBG model aligns companies with similar businesses in a non-competitive environment, to develop goals and employ best practices (some from Larry’s team, many from members) for prolonged success. For the managed service providers and VARs that join the BIG groups, he is more than a mentor. Larry breaks down TBG’s typically complex MBA-level instruction into easy-to-digest steps they can quickly implement in their organizations for faster results.  

He shares his extensive experience in benchmarking, measuring sales performance, developing the right organizational structure, and assessing the critical metrics for an IT service provider. Larry is extremely qualified to coach, based on a combination of a technology and business education (including an MBA), as well as extensive management experience.

The BIG peer groups are only one component of TBG, with one-on-one business management consulting and coaching as well. There is a time commitment and disclosure of business information required with most peer groups, so not every VAR or MSP is willing or able to join. Larry and his team are proficient in financial, accounting and most other aspects of business, and happy to discuss your needs and build an appropriate individual plan for you. Several vendors and associations have a relationship with TBG, including Autotask, N-able, and the ASCII Group. The difference is that TBG is being recommended as a peer group facilitator by these organizations, there are no specific vendor or tool requirements to belong. This allows the BIG communities to focus on business, not tools, in the regular meeting discussions.           

Larry is focused on helping others build a profitable IT business, and makes the learning process as simple as possible. I attended his presentation at the recent N-able conference, which illustrated this value perfectly. The typical benchmarking discussion tends to glaze the eyes of most attendees after the first slide, even those of the more advanced managed services providers. In contrast, Larry took time to assess the needs of the audience, and presented his material in easy to digest pieces while engaging the attendees. That’s the way he operates Taylor Business Group, providing the concepts and materials needed by channel companies to create processes that work, and you don’t have to be a rocket scientist to get it. If you don’t know Larry and TBG, I encourage you to go to his website or catch up with him at the next channel show.

 Links: http://www.taylorbusinessgroup.com

Tech Success is Ready to Roll…..

Over the past several years, I have had the pleasure of meeting many people in the technology channel, and I’ve always enjoyed when I could make introductions that created new alliances or collaborative engagements. From emerging vendors to business metrics gurus, all have a valued place in the industry and it is always exciting to see the results when they get together. An idea without the right resource to execute it is a tragedy (ok, maybe not that dramatic, but it is a waste).

With that in mind I decided a few weeks ago to develop a new and exciting venture, mixing my editorial, marketing, sales and alliance building passions into one entity, Tech Success Communications. This doesn’t sound very exciting, does it? After all, there are several established and top quality firms that manage PR and Marketing for technology companies.

But here is the differentiator: The organization website will include many recommended marketing, sales, business, and technology experts that can provide the services needed to support your business, whether you’re a vendor or an IT services provider. It will be a go-to resource center for emerging vendors, VARs (value added resellers) and MSPs (Managed Service Providers). The format is simple, with easy to locate information based on your business model.

This group or resource organizations was selected based on reputation and industry experience, with no incentives or financial compensation received for their inclusion (nor will there ever be). There will be additions, and several will come this week as more collateral is received. Please let me know who you would recommend to add, with specific details of how they helped you or other organizations in their business. If they demonstrate a value that is unique, chances are they’ll be added.

When the website launches on December 3rd (www.techsuccesscommunications.com), you will find the list of resource companies I am referring to. I apologize for the delay, but when you’re building something with someone else’s name on it, you want it to reflect their high standards and professionalism. My web-developer is a professional and doing a fantastic job; the delay is a result of my conservative approach.

So what do I get out of this venture? I get to return to my passion, writing. Tech Success Communications, LLC is my consulting and freelance business. Much of my time will be dedicated to creating corporate executive opinion pieces, white papers and other marketing/communications materials. I’ve spent several years immersed in the VAR, managed services, software as a service, and other emerging industries and have found a large demand for this type of content. I’m already engaged in several projects and will be happy to help your organization.

I am building a little more excitement (unintentional, but hey, it works) as I wait for the website unveiling to highlight the alliance members. In the weeks to come, you’ll have an option to sign up for a vendor newsletter with advice from the alliance members, followed by a channel provider newsletter with a similar format. None of these are meant to compete with existing publications, but will provide helpful hints and suggestions for advancing your business goals.

For you Social Media gurus, you can follow us on Twitter (http://twitter.com/techsuccesscomm) and the FB page will be live tomorrow.

Who’s Karl Palachuk? If you’re in the IT channel, you need to know.

When it comes to channel advocates, few individuals bring as many resources to the IT community as Karl Palachuk. For example, at a presents on a variety of topics, spend be seen in the technology showcase discussing the latest industry related books available from his publishing company, or preparing for his weekly SMB Conference calls. More often than not, it’s a combination of all three, along with educating himself for his role at KP Enterprises consulting, a managed services and consulting firm run by his brother, Manuel. In his spare time (known as sleeping time for most of us) he writes some impressive business and technology books. I count seven so far, and I’m sure he’s hard at work on the next one as you read this.

Karl is the “James Brown” of the IT channel, the hardest working man you’ll find. But you can see his leadership and involvement with so many activities comes from his deep-seeded passion for the community, his work, and his peers. Karl Palachuk is one of the most genuine people you’d ever meet; a tell-it-like-it-is, no BS guy. That’s what makes him such a champion for the channel, along with his vast knowledge in topics ranging from project management to server migration (and too many others to list).

So if you don’t know Karl or understand all he does, check out the links below. I’m sure there are more, so feel free to share. More importantly, buy him a beer when you see him at the next event and join me in saying “thanks” for all he does for the channel.

Business and IT Educational Resources:
Great Little Book Publishing Company, Inc

Wednesday 12:00 PM EST Industry Interviews/discussions
SMB Conference call with Karl Palachuk

Industry Blog
Small Biz Thoughts by Karl Palachuk

Upcoming Seminar:
Zero Downtime Migration Deep Dive, 10/01/09 Las Vegas, NV

Who are the IT Channel Champions?

They are the men and women who lead by example with their own business innovation, provide education on the latest and greatest, or coach the basics that keep the lights on. Many of the people I plan to profile in this blog I’ve met at IT channel events across the continent, and quite often there schedules are filled with individual mentoring sessions and group training activities. They are in demand and in command.

Why create a blog devoted to the channel pros? Frankly, because I’ve had the opportunity to meet so many interesting and innovative people. If just a couple people read this and find the lessons or services provided by these experts to be beneficial, then my ramblings have been well worth it.

My goal is to add two or three experts a week. If you are building your first IT channel business, or have many years of experience, you’ll find something new here. No matter how much time I spend in the industry, I run into new people and business practices every week. Please email me with suggestions at Bsherm66@gmail.com or post comments following the new posts at any time.