The Channel Futures Podcast No. 10: The Changing Nature of Sales
Let’s face it: what technology professionals sell today is very different than in the past. Less product, more digital services.
The evolution has had an enormous impact on everything from business models to cash flow. It’s also changed the nature of “selling.” In this episode of The Channel Futures Podcast, Craig Schlagbaum, vice president of indirect channels at Comcast Business, and Len DiCostanzo, senior vice president of business development at Autotask, share their perspectives on this and more.
Schlagbaum, pictured below, updates listeners on some of the achievements made by Comcast Business in 2017, including its entry into the SD-WAN market. But Schlagbaum, a founding member of the The Channel Futures Think Tank, focuses his attention on the need to adjust sales strategies to the times. As the industry shifts to the cloud, sales skills will rise in value while technical skills will recede, he says.
DiCostanzo, meanwhile, talks about end-point management, cloud back up and more. His most poignant thoughts, however, focus on the tactics and best practices that MSPs and VARs can apply when selling to line-of-business leaders. DiCostanzo, pictured below, says the key to having a seat at the table where important decisions are made is positioning yourself as the de facto “business technology officer” for an organization.
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