100% of the Business Leaders Agree It’s Time To Assess!

Yesterday’s educational security event, just north of Chicago, was a great success. I am grateful to those who sponsored and hosted the event – McAfee, HP, and FireEye all had representatives there, along with the owners and directors of Paragon Micro, a nationwide integrator and reseller headquartered here.  This meeting was set up to explore […]

Gaining Permission

I love Seth Godin’s book, Permission Marketing.  In my recent webinar on Gaining Access to Decision Makers, I recommended reading this in the context of demand generation events and selling with assessments. Gaining permission requires demonstrating value.  In last week’s demand generation event we targeted business owners from the start (rather than going to IT).  […]

Mumbai – Day 3

Yesterday we completed day one of our three day training class in Mumbai – my friends from India were kind enough to have ordered pizza for lunch without me knowing (Dominos in Mumbai pictured here!)  Notice the unique arrangement of Indian veggies on this slice…Not from NY, but much appreciated!  On the other hand, Dominos […]

10 of My Favorite Ways to Increase Fees

Here are some ways to increase fees without penalizing your clients. Measure risk – Impact and likelihood, of a disaster, jointly place a value on it and set your fee accordingly. Look for problem areas that consistently show up across the companies you do business in.  Come up with solutions and use this material to […]

What IT Wants

What does IT want?  A vacation…  Here are ten other possible answers: 1. Higher pay 2. A better chair 3. A new laptop – probably a MacBook Pro 4. Add to it a new Ipad for personal use 5. Education – on technology, to improve the resume 6. Recognition 7. A promotion 8. Better stuff […]

Post event interview with Sklar

Listen in as Randy Sklar, president of Sklar Technology Partners and recent present of his regional VTN chapter interviews me – this clip was made specifically as a follow up to a very successful, decision maker level, educational seminar.  The event received strong sponsorship from companies such as Zenith Infotech – one of the only […]

History of the Reseller

If you are reselling technology your business may be headed for trouble.  Don’t expect an economic recovery without taking steps to change your approach to the market…find out why in this video.  In this video I speak candidly to small and mid-sized resellers about market trends and what factors play into future growth and stability.  […]

Security issues in 2010 – what should we expect?

Who knows?  Predicting technology trends is like trying to figure out the economy…however SC magazine tends to publish some of the better commentary on these types of things since it is their only focus.  Here’s what they say (Summarized into one short blog entry): Social networking threats: This is the big target – everyone is […]

What’s in store for 2010?

Growing up, on New Years Day, my father would always say, we’re starting at zero today.  In other words, last year’s revenue doesn’t matter, what matters is, how will our business do in 2010.  It’s often said, dwelling on past success sometimes leads to future failure.  However, if you’ve taken some of the advice I’ve […]