• Conducting The IT Sales Presentation
    Conducting The IT Sales Presentation

    In this third installment of his series, Erick Simpson covers the sales presentation, which focuses on the presentation of the technology solution to the potential prospect and usually occurs during the second visit with the prospect.

  • Lisa Marie Papp Of Computer Solutions & Networking, LLC
    Lisa Marie Papp Of Computer Solutions & Networking, LLC

    Lisa Marie Papp has been immersed in technology since her father’s days as an NCR software developer in the 1970s. She would accompany her father into the data center on weekends, where she would occupy the punch card machine and marvel at the mainframes that ran on tapes and large disks.

  • David DeCamillis Of Platte River Networks
    David DeCamillis Of Platte River Networks

    David DeCamillis is as much a renaissance man as you’ll ever meet. He worked as a stockbroker out of college, then moved up to a syndicate manager, helping with IPOs until the early ’90s, when he moved into financial consulting. In that gig, he helped private companies raise money with the hopes that they would go public.

  • Drone Threats = Tech Opportunities
    Drone Threats = Tech Opportunities

    Earlier this year, our interest was piqued when World Wide Technology (WWT) announced its involvement in a managed solution for drone defense technology called Dedrone. We caught up with Daniel Valle, chief technologist, EMEA Service Providers Group at WWT, for some background on the story and insight into the market opportunity his company sees in drone defense.

  • ASCII: 35 Years In The Making
    ASCII: 35 Years In The Making

    A retrospective look inside the organization that’s supported the IT channel since its inception, and a glimpse into the future at The ASCII Group

  • Compassion And Empathy In IT Customer Service
    Compassion And Empathy In IT Customer Service

    "What are the characteristics of the people who provide great customer service?” I asked my audience of system engineers, network managers, coders, DBAs, and desktop support technicians.

More From Channel Executive Magazine

WEB EXCLUSIVE EDITORIAL

  • How To Move From Transactional To Consultative Selling
    How To Move From Transactional To Consultative Selling

    Transactional vs. consultative selling is somewhat of a buzz phrase in the industry, but what does it really mean? How can you implement consultative selling, and what will it mean for your organization?

  • How To Start An MSP In 5 Steps
    How To Start An MSP In 5 Steps

    Subscription-based services are growing in popularity, and the IT industry is certainly no exception. With the managed services provider (MSP) market projected to be worth $282 billion by 2023, you’re not alone if you’ve been contemplating jumping on the subscription or managed-service bandwagon.

  • The Essentials For Becoming Your Customer’s Trusted IT Advisor
    The Essentials For Becoming Your Customer’s Trusted IT Advisor

    The most important part of any business relationship is trust. For many of your customers, their size often means they lack substantial internal resources, requiring them to trust key advisors to help them run their business. This includes lawyers, accountants, or an IT team. For Managed Service Providers (MSP), the ability to build trust is critical to keeping current customers and attracting new ones. Their business is practically in your hands; whether you’re helping with their productivity, transforming their business processes, keeping them compliant, or getting them back online after a security breach. If you can’t build trust, you can’t build a business.

  • Why MSPs Fail At Marketing
    Why MSPs Fail At Marketing

    That piqued your interest, right? I’m not just saying that as a way to get you to click, and I’m most certainly not trying to offend you. I’m saying this because I’ve seen it time and time again. But mostly, I’m saying this because it happens for the wrong reasons.

  • Online Marketing Strategies MSPs Can Use For Lead Generation
    Online Marketing Strategies MSPs Can Use For Lead Generation

    There was a time when companies would put out advertising and reward their customers for referrals and that was enough to bring in new leads. This is no longer the case. In today’s online world, the business landscape is highly competitive. To stay ahead of the game, businesses, including Managed Service Providers (MSPs), are required to continuously generate new leads in order to grow and stay ahead of the competition.

  • Top 10 Ways A Cloud Service Partner Will Help You Drive Your Own Success In The Cloud
    Top 10 Ways A Cloud Service Partner Will Help You Drive Your Own Success In The Cloud

    As a Managed Service Provider (MSP), the opportunities arising from your customer’s move to cloud services are huge. Your customers know the business and economic benefits of the cloud and are ready to switch their spending from legacy, on-premises systems to cloud services. Yet, while the cloud appears simple at a surface level, marketing, selling, designing, deploying, and supporting new cloud apps often demands skills that might be outside of your current capabilities.

CHANNEL EXECUTIVE DIGITAL EDITION

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