POS Executive Commentary
Who’s Educating Your Customers About Digital Signage?
Instead of focusing exclusively on selling POS, Tom Jones, TSE with Ingram Micro, says to consider selling digital signage solutions and services — earning recurring revenue and beating your competitors to the punch.
Channel Sales Vendor/Partner Relationships: Part 3
In this third of five articles in the series, Dede Haas, channel sales strategies with DLH Services, looks at dealing with channel conflict.
7 Ways Your Retail Clients Can Use IP Video — In Addition To Security
Gadi Piran, president of OnSSI, explains that video in the retail environment has many uses beyond surveillance and can provide high value to retailers who embrace the expanding capabilities and surprising cost-effectiveness of IP-based networked video.
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.
What Every VAR Should Know About Online Lead Generation
Clint Hofer of Slingfly Media follows up his BSM column "How Social Media Is Killing Your Sales" with this article on the first step in learning rules to online lead generation.
BYOD: A Battle Of Devices
Along with the benefits of BYOD, comes great responsibility for businesses. Christophe Naasz, Business Development Director, Star Micronics, lists ways to manage BYOD and how you can show ROI to your customers.
Practice or Business?
Gil Cargill of Cargill Consulting Group says that truly is the question that a lot of MSPs, VARs and IT Consultants are confronting today. As the world views services provided by our industry as commodities, it's becoming increasingly difficult for professional service providers to make the transition from a practice to a business.
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.
How Can VARs Compete Against Square?
After initially underestimating the threat of Square, processors and ISOs are now directly competing with Square every day. Kevin Kogler, president of Microbiz, details the differences between processing plans, offering help to identify what types of merchants benefit from Square’s flat rate pricing model, and what types of businesses should stick with a traditional merchant account.
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.