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MPS CORNER - ASK THE EXPERTS

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Latest Question: What is the growth potential for this market?

Answer: At the current time the fastest growing services within MPS are the following... Continue Reading

ECM EDITOR'S NOTEBOOK

  • Recommended VAR Reading: The Challenger Sale
    Recommended VAR Reading: The Challenger Sale

    I read The Challenger Sale about a year ago and have been testing its principles and techniques whenever I can. I think the business-to-business sales methods taught in this book are the real deal and could have a significant impact on VAR organizations as they strive to be trusted advisors.

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ECM PODCASTS

  • Is Your Scanner Too Fast?
    Is Your Scanner Too Fast?

    In this podcast we spend some time talking about scanning and capture and the fact that what happens before you capture the data is just as important as capturing the data itself, more along the lines of a migration, away from feeds and speeds to efficiency and possibly some things in that realm you may not have thought about before.

  • Thinking Beyond The UPS
    Thinking Beyond The UPS Ramesh Menon, Global IT Channel Manager for Eaton Corporation, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview.
  • How Managed Services Can Grow Your Business
    How Managed Services Can Grow Your Business Justin Crotty, VP of Services North America for Ingram Micro, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview.
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ECM VIDEOS

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ECM EXECUTIVE COMMENTARY

Channel Sales Vendor/Partner Relationships: What Vendors Want (Part 4)

Channel Sales Vendor/Partner Relationships: What Vendors Want (Part 4)

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.

The PDF Paradigm: Should You Use PDF On The Web?

The PDF Paradigm: Should You Use PDF On The Web?

It’s been 21 years since Adobe debuted the Adobe Acrobat suite and introduced the PDF (portable document format) file format. Adobe also launched a free PDF reader in order to make PDF ubiquitous. You only had to purchase the software if you wanted to actually create PDF documents.

Tips To Identify And Leverage A Wedge To Break Into Managed Services

Tips To Identify And Leverage A Wedge To Break Into Managed Services

A few years ago, one of my vendors held an online event with author Randy Schwantz as guest. Schwantz had written two books about using “The Wedge” to displace your competitor’s and win more clients. After an hour on the phone, I was hooked. The very next week I used some of these techniques in a prospect meeting to ultimately get my competition fired and land the client’s entire business — a client from which I am still making monthly recurring revenue. I have used these techniques ever since with great success.

Top 5 Tips For Developing A Customer Satisfaction Survey

Top 5 Tips For Developing A Customer Satisfaction Survey

 “How satisfied are you with the service you received?" It’s an age old question companies ask their customers year after year. But, as a consumer, does it really mean anything to you? More importantly, does it make you feel like the company actually cares about you?

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