ECM Executive Commentary
Don’t Ignore The First Sale
The first sale is the sale that is required to get a prospect to invest time and attention with you and your company. Gil Cargill of Cargill Consulting Group says if you try to present the second sales (i.e., your product or service) during the first contact, you're skipping this crucial, first-sale step.
The Real Secret To Getting More Prospects To Do Business With You
Robin Robins of Technology Marketing Toolkit shares a story that illustrates the key to standing out among your competitors.
Partners, Vendors See Channel Conflict Differently
Vendors acknowledge channel conflict is a persistent challenge in their partner relations, but they don’t nearly believe the problem is as severe as solutions providers, according to a new study by The 2112 Group.
Channel Sales Vendor/Partner Relationships: Part 2
In this second of five articles in the series, Dede Haas, channel sales strategies with DLH Services, asks if the relationship is truly a partnership — or is it all about the vendor?
Channel Vendor/Partner Relationships: How Opposites Attract And Stay Together — Or Not, Part 1
If a channel sales partnership is to be successful, it’s all about the relationship between the vendor and the partner. There can be all kinds of fancy channel programs and spiffs, but if the channel partner does not feel treated as a legitimate business partner, the partnership will not work. In this first of five articles in the series, Dede Haas, channel sales strategist with DLH Serices asks, "Is it love at first sight? "
5 Ways To Turn Training Into A Revenue Generator
Dan Schwab, co-president of D&H Distributing, lists ways VARs can leverage training to their advantage.
Managed Service Myths Break-Fix VARs Believe
ASCII member Douglas R. Grabowski, managing partner of Grabowski Group, tells why it’s not difficult to change your business from break-fix to managed services He lists five common myths a break-fix VAR might believe — and the truth.
4 Tips to Boost IT Services Profitability
Len DiCostanzo, senior VP of community and business development for Autotask, gives four tips to help improve pricing strategies to increase profits on IT solutions.
Is The “Break/Fix” Model Still Viable?
Technology breaks. It’s a reality we all face. Justin Crotty, senior VP and GM of NetEnrich points out that how a solutions provider chooses to manage the breaks is what separates the good from the great.
3 Ways To Increase Revenue From Consumables
Dealers understand that the initial hardware purchase is the beginning of a long-term customer relationship and the start of a recurring revenue stream. The post-hardware purchase of consumables provides the real profit and margins for dealers and can generate recurring revenue on a regular basis. Mike Garofola, senior marketing manager, channel and education for OKI Data Americas shares a few tactics for dealers to consider as an opportunity to increasing revenue from consumables.