The Average Security Sale Is A Commodity Sale Too Security is always in the news, and generally ranked high on the company initiatives list. For ten years I’ve been encouraging resellers to put more focus on security – urgent security issues just seem to move people to buy faster than anything else… Is SECURITY a good […]
Resellers can’t compensate sales people on revenue… Chances are you compensate on gross profit (GP) if you manage a reseller sales team – and it goes without saying, if you are in sales, your compensation is based on GP. But there is a bit of deception here that will take a business from profitable to […]
I am focused on entrepreneurship! When my wife and I first started homeschooling our children we caught the vision for a different kind of education. One that would build the not-so-academic side of those we are raising, but still equip them with the essential reading, writing, and arithmetic skills needed to succeed. My schooling history […]
Here’s another example of losing big, this time on scheduling with managed services or staffing. The client asks to have someone on site full time. This is a great deal as it represents recurring revenue. They can’t afford a full time IT person (or perhaps project team member), so they contract with you to have […]
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 