As we wind down the clock on 2019, it’s a good time to reflect on what the IT services business has in store for the kickoff of a new decade. We gathered a handful of our trusted advisors and asked them to share their thoughts on the best opportunities and biggest risks for the new year.
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 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 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.
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.
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
"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.
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?
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 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.
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.
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.
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.