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Kevin Lancaster

Kevin Lancaster

Channel Advisory Services for Innovative Technology Vendors and IT Services Providers

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MSP

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

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

Man holding up lightbulb

Pitch Perfect

January 3, 2022 by Kevin Lancaster

We did it. I guess I should say, Happy New Year! But also, we did it. The thing I’ve been dreaming of doing finally happened, and it was a huge success. Our first Channel Program pitch event brought together hundreds of MSPs, vendors and others in the IT channel space, for a day of pitching, learning and connecting. We had eight speakers, and provided qualitative and quantitative feedback for vendors and their investors. And I’m so freaking excited. What is the Channel Program … [Read more...] about Pitch Perfect

Filed Under: Channel, Channel Program, MSP, Software Vendor Tagged With: Channel Program, SaaS Alerts

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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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