Who’s Spending Money On Technology?

Expect Your IT Infrastructure Business To Shrink in the Second Half Steve Norton, columnist for The Wall Street Journal, reported new shrinking IT spending numbers in this morning’s CIO Journal Report. This is the third adjustment this year according to my notes. Earlier in the year Gartner was calling for a 1.3% decline, then in […]

CIO Educational Event In Boston

Back from my Florida vacation, and into snowy Boston.  This afternoon I’ll be speaking to IT leaders in Boston (Many thanks to IOVations and Check Point for their sponsorship and participation!) Education is critical right now….I had the opportunity to interview Bill Sieglein, Founder of the CISO Executive Network, earlier this week. (Part of my […]

Marketing Your Managed Services in 2014!

Happy New Year! Happy New Year! It’s just about 2014…and I’ve been working hard this month to put together some new things for the coming year. One of the most exciting things I’ve completed is my Completely re-engineered Marketing Success Kit, specifically designed to help you land new business in the managed services, security, and […]

Kill the Sacred Cows

          This morning I am preparing to speak to Cisco channel managers, account managers, and channel marketing. The topic – Event Marketing.  Challenging Presuppositions Years ago Tim Ferriss, Author of The 4-Hour Work Week figured out how to accomplish more in a few hours than most of his sales colleagues could accomplish in an […]

Accuvant’s National Kick-off Meeting In Denver

Yesterday I spoke to Accuvant’s sales organization, sharing with them areas for growth and opportunity in the coming year.  An article I read from the Wall Street Journal before taking the stage summarizes the need – A Transformative Time for Companies – and Their CIOs.  In summary, CIOs are suddenly central to every major business […]

Changing Up the Presentation

We completed our second day of the Making Money w/ Security Workshop today…one major failure among sales teams (and one we spent our time on today) is that of the corporate presentation.  Have you ever considered how many sales presentations the average CIO sees over the course of a year?  However many there are – […]