Sales & Service

We’ve heard from many dealers and VARs that one of the biggest mistakes they made when first offering managed services was lack of focus on an ideal customer profile. The natural instinct Read More

Sales teams can’t go one day without hearing, “You have now entered the world of buyer empowerment.” Yes, thanks to Google buyers have the ability to research and make buying Read More

Think about this for a moment… I bet all of us have encountered the broken storefront window. Just for a second or two doesn’t this affect our thought process? What happened? Who did Read More

Negotiating a fee to manage a client’s IT network is never easy. Even the most IT-dependent businesses tend to see IT as a cost center. Worse, sometimes you need to appease decision makers Read More

Twelve weeks of prospecting, traveling, and thinking out of the box has finally paid off. Woohoo! It’s finally here. It’s half past five in the evening. Everyone else has left the Read More

If you sell managed services, then you need a point person with the right technical, business, and people skills to help make the sale and design customer solutions. That role is often referred Read More

Managed Services and the IT industry as a whole is evolving. In 2016, there are more technologies, more services and more variation than ever before. As software-as-a-service reaches maturity in Read More

Dealer principals and executives must keep up with the evolving business world to stay relevant and competitive. Employees, vendors, clients and potential prospects look to the top to communicate Read More