At The DropBox Office

The Important, But Difficult Transformation… From Vendor to Advisor Last week I had the opportunity to meet with Ingram Micro’s Datacenter Advisory Board to discuss the important transformation: From Vendor to Advisor. Meeting at the DropBox office in San Francisco (Amazing office space!), I¬†covered five key areas of transformation. But one important one, every sales […]

Newsletter Marketing

Are You Connected w/ Your Clients? Keeping in touch with hundreds of clients is difficult. I know. I run a micro business out of my home office with hundreds of clients around the world. It’s impossible to keep up! Here’s Something That’s Working…My Newsletter! Newsletters? Didn’t that go out of vogue years ago? With email, […]

Creating The Disney Experience In IT

Are Your Customer’s Getting The Disney Experience? Retention with any form of managed services depends a lot on customer experience. No one can argue that Disney hasn’t been a leader when it comes to attracting people – and building loyalty. Yesterday I had the privilege of interviewing Vance Morris as part of our monthly SVLC […]

5 Important Security Sales Concepts

Selling Security is Not The Same As Selling Insurance You can spin security a million ways to make it sound like there’s a return on investment, but you’re only kidding yourself. So how exactly do you sell something that many people think they don’t need more of, and that really has no ROI? I just […]