Building A Successful Managed Services Business (Part 6 of a 6 Part Series) This article describes how to design an execution plan to successfully transform your company and sales organization to include strategic services such as managed print and/or managed IT deliverables. I Read More

Training: The Master Key in Transforming Your Business This series is about transforming a business toward a managed services business model. I will continue with the cadence offered in my previous articles, which build up to this point. As previously stated, the sales team model Read More

Throughout this series, I have continually emphasized that each phase of development for your company’s future must be rooted and aligned to your key business objectives and market strategy. This is absolutely true for designing a proper sales team model. Sales organizations of Read More

Defining key business objectives to establish your company’s primary direction and creating a market strategy that outlines your value to the marketplace are foundational components for energizing any marketing plan. In this article, I’ll discuss my observations from reviewing Read More

This series of articles is about building a successful managed services business; and this particular article shares my observations and discoveries when engaging dealers who want to include managed service deliverables in their go-to-market strategy. Just saying that you’re a Read More

Dealers today seek any advantage over their competition, and sales reps scream for a real differentiation that would allow them the advantage over competitors – and yet few have any sort of marketing plan in effect to aid their desire. In the last seven years, I’ve worked with Read More

“MPS is dead! The market is saturated!” I hear these words all too often these days, mostly from organizations whose core business model is still hardware sales. These companies are mostly trying to transform their business to include managed services; however, they’ve yet to Read More