Managed Services Is Security!

Every technology company should be building and selling managed service offerings – this is the foundation of financial stability (whether traditional management, SaaS, Cloud, etc. ).  It’s the equivalent of software license renewal. If you are in sales, and your company is smart, you are being asked to sell these services.  If you are hitting […]

Notes from My Ingram Micro Presentation

Just returning from my Dallas event with Ingram Micro…what a great trip and event!  Ingram Micro always does a great job hosting these types of programs for it’s reseller community…a few follow-up notes on my talk for those who attended and even those who did not… There is a time to charge for assessments! 1. […]

Sound Principles Of Business

Meeting today with a group of entrepreneurs – some key points from this discussion group: 1. Most people charge too little…that’s right!  Your client gives you the sob story about how they can’t afford it.  In fact there’s a value disconnect and a natural tendency to want a discount.  Hold your ground, you can’t afford […]