Channel Futures highlights columns contributed by industry experts who know the ins and outs of the industry in which we all work.
Everyone working in the IT channel these days knows that leading with product when engaging the client is a thing of the past. The solution provider relationship with the client now revolves around the delivery of services. But how does a solution provider determine precisely what services to deliver? What is most important to a client? Here are so
Your website is the single most important marketing tool your company has. An effective website will increase your search engine hits, capture leads, and establish you as a leading managed services provider. But the key element to building great websites is one that many technology-based companies overlook—relevant, well written content.
With the upcoming release of Office 2010 expected in June, businesses at all levels are considering the upgrade to Microsoft’s latest iteration of productivity software. However, after the adoption problems of Office 2007, Office 2010 might be a hard sell. It’s likely that the many of your clients skipped 2007 altogether and are still using 200
Anybody with a competitive bone in his or her body hates to lose a deal to the “other guy.” But while a loss to a peer MSP can drive anyone to a cold adult beverage, nothing stings like losing to a customer “no decision.” You know the scenario. Here are three ways to solve it.
First, let’s look at your challenge: Ninety days of sales eff
As I sit in my home office in the cold Canadian north (well not that far north, just about 60 kilometres west of Toronto), I’m preparing for my upcoming business trip to Latin America (and looking forward to leaving the cold behind). Starting March 1, I’ll be spending 10 days meeting with Value Added Distributors (VADs) in Argentina, Brazil, Co