Storage Executive Commentary

  1. Sales Is Still A Numbers Game
    8/21/2014

    But, the numbers that you need to monitor and measure have changed dramatically, and I do mean dramatically. Back in my early days of selling for IBM, one of our management's mantra was “calls plus presentations equals sales,” and that worked.

  2. Channel Sales Vendor/Partner Relationships: What Vendors Want (Part 3)
    8/19/2014

    It’s not love at first sight. It is all about the relationship between the vendor and the partner if a channel sales partnership is to be successful. A better understanding of what a vendor expects from a partner helps the solution provider make well informed and prudent business decisions that have a positive and profitable impact on their organization.

  3. Advice After The Joplin Tornado: Put A Disaster Recovery In Place Now
    8/19/2014

    Late in the afternoon on May 22, 2011, an EF5 tornado tore a mile-wide swath through the southern part of Joplin, Missouri. It was the deadliest tornado in the U.S. since 1947 and has proven to be the costliest single tornado in U.S. history with more than $2.2 billion in insurance payouts.

  4. Does Your Brand Translate From Traditional To Online Media?
    8/14/2014

    As consumers move toward digital media for brand information, it’s the perfect time to reassess how a brand translates from traditional media to online media. A consumer’s opinion about any brand is shaped from the moment they enter the brand search term, or related keywords in any search engine — such as Google or Yahoo. The impact of these search results on the consumer perception of the brand is known as Search Perception Impact (SPI).

  5. Ask The Consultant: How Do I Manage My Energy To Sustain A High Level Of Productivity?
    8/14/2014

    My short answer is this: improve your focus, habits, exercise, nutrition, and sleep in ways that help you.

  6. How To Make Channel Incentive Programs A True Win-Win
    8/14/2014

    The speed at which technology is creating new products and services is increasing exponentially. For resellers — particularly those in the IT sector — this nets out to increased pressure not only to sell, but to stay abreast of a constant stream of technological advancements.

  7. How To Preserve Your Data Protection Business With Customers Distracted By Shiny Baubles
    8/14/2014

    Since data protection remains one of the biggest issues for customers today — both as a recurring growth and upgrade product opportunity — resellers can unfortunately get derailed by “new” offerings on the market. Customers constantly urge their seasoned and trusted resellers to get them information about the new, hyped-up data protection offerings as well as those that are well-known and established without distinction for which kind it is. Resellers can spend both unnecessary time and non-profit forays getting caught up in the latest shiny baubles that widen the eyes of their customers.

  8. Tips For Using Storage To Enable A Business
    8/11/2014

    In industries with some of the biggest data storage challenges — broadcast, media, retail, geospatial, and many others — many companies don’t refer to their data as “data” anymore.  They refer to it as “content,” “assets,” or “information.” 

  9. The Current IT Industry Sales Model Is Officially Broken
    8/11/2014

    I surely have not been alone in watching the demise of the IT sales model over the past several years, and I believe the time has come to officially declare it broken and possibly beyond repair in its current state.

  10. The Real Difference Between Business Tools And A True PSA
    8/8/2014

    When it comes to tools to run your business, it boils down to a total of two: an accounting package and a PSA (professional services automation) package.You can use your accounting package for taxes, bill paying, and payroll — and your PSA for everything else.

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