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Bimal Modha, Sales Director at Highlight provides his guidance on how the channel can achieve sales success. The selling process has had to adapt considerably over the past 18 months. Whilst gross margin and new revenues have always been important, there is now greater concern over client churn. This means the channel should look to…

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Martin Saunders, Product Director at Highlight offers guidance to resellers and MSPs on how to add to their portfolios. Evaluate your current portfolio Whilst it is easier said than done, resellers and MSPs need to keep in touch with customers to understand what their problems are now and what they might be in the future….

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As enterprises are more and more dependent on their IT, but less and less interested in how it works, MSPs become increasingly important. The whole point of an MSP is that you are removing the complexity of IT and helping your customer to focus on their business.  If you’re working in the cloud and have…

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Martin Saunders, Product Director at Highlight examines the MSP landscape in the UK, their business models, and the changing needs of their customers.  MSPs have a really important role, particularly in the area of technology adoption. As technology becomes increasingly complex, MSPs can keep on top of everything, simplify what is on offer and take…

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Martin Saunders, Product Director at Highlight, explains why channel providers need to adopt a full-service wrap for customers to deliver more accurate, relevant, and easy to interpret insights into how networks and applications are performing. With the massive increase in home working, the big issue is how this will affect the traditional office, its connectivity,…

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IT and network services are highly competitive and increasingly commoditised. Standing out, growing margins and closing new deals are all interrelated challenges that require dedicated answers to improve outcomes and create a sustainable future.  As we move further into 2021, there are examples of positive change. The growth of IT service requirements caused by the…

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For the more than half of managed service providers who experienced monthly revenue decreases through 2020, growth seemed further out of reach than ever. Increasing pressure from IT commoditisation trends have only added to the challenge. But with more diligent planning for long-term remote-working underway, 2021 presents a great opportunity to rethink service provider relationships…

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At Highlight we’ve had the privilege of working alongside some fantastic service providers, each of whom are doing incredibly exciting things. Of course, we all know about big-name MSPs like BT, Colt, and Virgin, whose achievements speak for themselves, but the companies that really stand out to us are the smaller businesses making large waves….

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2020 changed business as usual across the economy. It’s important to regularly reassess how your organisation operates. However, heading into 2021, there has never been a better time to really rethink how core business functions operate. Improving sales strategies is an essential piece of a more sustainable “new normal” for MSPs.  A creeping challenge that…

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Sales enablement gives sales teams the resources they need to close deals. These resources traditionally included content, tools, knowledge, and help to sell your product or service to customers. But is it enough? You need to have a basic understanding of traditional sales enablement — lead qualification and marketing automation. However, we think there are…

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