Thanks to NetGain, Cisco, HP, and VMWare for sponsoring yesterday’s business leader event in Cincinnati. We had over 40 business leaders for this educational event… Eye Opening, Compelling, and Scary… Eye opening, compelling, and scary. These are the comments I heard after sharing some of the growing threats I see coming our way in the […]
About a month ago I presented via Webex – an Ingram Micro sponsored session on how to sell security and other risk related projects. The content was focused on the security sale, but the truth is, Risk Mitigation is a powerful motivator to buy. I offered people a free copy of my House & Cloud […]
In 1995 Geoffrey Moore brought us ground-breaking information in his book entitled, Inside the Tornado. This book was required reading for many technology manufacturers, including HP, a strategic partner of my employer at the time. Using a standard marketing normal distribution curve, Moore showed us how market adoption changes when you start talking about technology. […]
Will you walk? I’ve been writing about fee setting, and no fee setting series would be complete without facing the reality of a failed negotiation. If you’re not willing to walk away from the business, you have no business negotiating. Once the client perceives your willingness to discount, they’ll require it as part of every […]
Ignore the first 8 seconds of this video (advertisements), then take notes. Every one of your clients has one – a copy machine. This video explains where the risk is and how to demonstrate it. It this doesn’t wake them up, nothing will. But make it part of your risk assessment so that you can […]
After attending and speaking at dozens of channel partner meetings and hundreds of reseller workshops I’ve had opportunity to interview and speak with many business owners and sales people on the topic of value – just how much value is there in attending these events. Listen to what I’ve learned about channels, resellers, distributors, and […]
They all say they’ve got it covered…no one does! Here is a summary article from one of my contacts at DiData…great info, thanks Matt. http://www.msnbc.msn.com/id/37115813/ns/technology_and_science-security/#storyContinued Summary: “Our systems are probed thousands of times a day and scanned millions of times a day,” – speaking of government defense systems… “We are experiencing damaging penetrations — damaging […]
What happens when the people in charge don’t get it? The value solution providers (VARs, Resellers, Consultants, etc.) bring to their clients has more to do with the business advantage they bring and less to do with the features…yet I am hearing the disturbing message this is being sacrificed in the name of budget constraints. […]
If you resell technology, stop wasting joint marketing funds provided by your partners. Over a billion dollars in unspent funds are reported each year, meaning there is money available, however, dysfunctional marketing campaigns are destroying the channel’s ability to access this money. Use this money with a well planned marketing strategy and show a return […]
High Tech Business Growth 