Hackers Grab 1.5 Million – Visa and Mastercard

I’ve been saying this for years – detection is the most important part, and your managed services program is a critical component of the detection strategy.  I just finished up today’s webinar – the second session of, Accelerating Managed Services Sales.  Both sessions, March and April, where full, with a waiting list.  This article on […]

Creating an Effective UC Value Prop – Using Discovery

In a recent sales opportunity we (the seller and myself acting as a sales coach) were charged with providing a competitive quote on unified communications (UC) products.  The company already uses UC, so the quote is simply an upgrade.  The seller assembled the quote, listing all of the necessary hardware, software, and services to move […]

Uniquely Yours…

As I mentioned yesterday, when someone requires you to deliver ROI or TCO numbers as part of the red-tape process, the sale really isn’t based on ROI or TCO, but rather this is just a protocol the company has for vetting possible providers.  In most cases they will have a format or model for doing […]