As I mentioned yesterday, when someone requires you to deliver ROI or TCO numbers as part of the red-tape process, the sale really isn’t based on ROI or TCO, but rather this is just a protocol the company has for vetting possible providers. In most cases they will have a format or model for doing […]
A couple of attendees emailed questions regarding competitive advantage…following Wednesday’s Cisco sponsored webinar. I thought it might be helpful to address this here: (Q) Why is Operational Efficiency or Risk Mitigation easier to sell than Competitive advantage? First, it’s important to note, I did not say you can’t sell using competitive advantage as your value […]
My educated started with school, ended with Google I learned about Cobol programming, Fortran, 8-inch floppy drives, and outdated architectures at college. I also learned how to cram for tests, gain the teachers favor, and correctly fill in scantron test sheets with a #2 pencil. Eventually I graduated and needed a brain dump on relevant […]
Resellers, VARs, Solution Providers, and Channel Managers – this is an important lesson on the profitability of services. While your (or your partner’s) services may be very profitable, they may not be as profitable as they seem. As the market has commoditized, I’m seeing far more short product/install contracts…less consultative, long term engagements. This is […]
High Tech Business Growth 