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Kevin Lancaster

Kevin Lancaster

Channel Advisory Services for Innovative Technology Vendors and IT Services Providers

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Blog

It’s Your Turn to Stand Out in the Crowded IT/MSP Channel Marketplace

Figuring out how to grow and excel in today’s competitive software industry can be tricky. That’s why I’m on a mission to help innovative vendors like you get noticed, generate sales, and scale. Whether you’re looking to build your channel, apply for funding, understand the marketplace, increase your sales, nurture a customer base, lead your team, or prepare for an acquisition, you’ll find plenty of articles, insights, and actionable examples right here.
Man Giving Presentation in Meeting

Working on Your Sales Pitch? You Need My Top Five Tips to Make it Great.

April 27, 2022 by Tech brandiD

If you’re an IT vendor, I know you’re looking to snag your dream MSP. Unfortunately, so are tens of thousands of others. If closing the deal seems like a bit of an uphill battle, you’re mostly right. There’s tough competition and tons of options. However, figuring out what to say to attract, hold the attention of, and get a second meeting with that MSP you’re just dying to close, really isn’t rocket science. Five Elements of a Great Pitch Get their attention. This is where your magic … [Read more...] about Working on Your Sales Pitch? You Need My Top Five Tips to Make it Great.

Filed Under: Business, Channel Program, Entrepreneurship, IT, MSP Tagged With: Pitch, Sales Pitch

Open Road in Winter

Five Ways to Accelerate Your Personal and Business Brand in the IT Channel

March 28, 2022 by Kevin Lancaster

The way we consume information has changed. The world has been conditioned to think in 142 characters (thanks, Twitter), or 30-second Tik Tok videos. And whether or not you love cute dog videos or following the latest dance craze, the online platforms where so many of us interact have become noisy. On Facebook and LinkedIn, for example, you may be connected to everyone from doctors to lawyers to family to people you work with to old friends to others in your industry, and on and on. Out of … [Read more...] about Five Ways to Accelerate Your Personal and Business Brand in the IT Channel

Filed Under: Channel, Channel Program, IT Tagged With: Channel Explorer

Diversifying Your Hiring Practices

March 7, 2022 by Kevin Lancaster

Did you know I have two kids? A daughter in middle school and a son in high school. My daughter is bright and outgoing and already exhibits great business instincts, and my wife and I raise her (and her brother) to believe they can and should be able to pursue any career they want. Here is the challenge… I work in an industry that has lagged behind others when it comes to promoting equity across both race and genders. We need to change that. Hiring for Success Channel Program is growing … [Read more...] about Diversifying Your Hiring Practices

Filed Under: Entrepreneurship, MSP, Start-up Tagged With: Diversity, Hiring

Lessons from Tampa: When the Channel Works Together.

February 21, 2022 by Kevin Lancaster

If you’re part of the IT channel, you know it’s not exactly a warm and fuzzy place. MSPs are often quick to throw an under-performing vendor under the bus; vendors badmouth MSPs for being disloyal; and both groups can criticize and call out their own respective members. I’ve been in this game for a long time. And I know it can be cut-throat, fickle, and mean-spirited. But I believe strongly that it doesn’t have to be that way. And that there are signs that things are changing. The … [Read more...] about Lessons from Tampa: When the Channel Works Together.

Filed Under: Channel, Channel Program, MSP Tagged With: IT channel

Tech People at Meeting

I Love the Start-Up Grind. Here’s Why.

February 7, 2022 by Kevin Lancaster

I’m writing this in my car while I wait for my son to finish hockey practice. I’ve got a zoom call in 15 minutes, I need to prepare for a podcast I’m guesting on, I have resumes to review, some planning to do for the next Channel Pitch event, and I really need to go over some strategy and marketing plans we’re developing with my new CMO. I think I’ll grab some dinner at some point. My newest project, Channel Program, has grown from just two people (me and my business partner, Matt Solomon) … [Read more...] about I Love the Start-Up Grind. Here’s Why.

Filed Under: Channel Program, MSP Tagged With: Channel Pitch, Community, Creative thinking, MSP, Solving problems

People talking business over a piucnic table

A Chat with the Channel Experts: Revolutionizing the Way We Interact

January 24, 2022 by Kevin Lancaster

My first instincts aren’t always right. In 2014, when I first met Matt Solomon, my Channel Program partner, he was interviewing to join me at Winvale, my first consulting company. And, well… I didn’t really like him. Matt loves to tell the story: “Apparently the VP of Sales liked me, but then Kevin interviewed me and told the VP that I ‘wasn’t a closer.’ And he was unsure about hiring me,” he says, a bit of a grin on his face. “Not until we launched and then started growing, did Kevin start … [Read more...] about A Chat with the Channel Experts: Revolutionizing the Way We Interact

Filed Under: Business, MSP Tagged With: MSP

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What clients are saying:

Kevin is a visionary. He sees an opportunity, assembles the correct people, and LEADS the team. His personality is his greatest strength. Kevin is sincere, honest, dedicated, and extremely creative.

He has been a real mentor to me in business, entrepreneurship, and life. Kevin is authentic and always willing to give some of himself to help make those around him better. A real inspiration.

Kevin is a great person--he’s action-oriented and has drive, humility, and ethics.

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