Channel News

Successful Sales Qualification

Tuesday, February 14, 2017

For those of you that work in a sales role you know how important sales lead qualification is. It is the step in the sales process that can ultimately lead you to winning more business, and wasting less of your time. This brief article and video from Engage Selling by Colleen Francis is short and sweet and delivers a really valuable message about sales lead qualification. 

It seems that the critical component of the qualification process comes to understanding what the priority is within the customer’s decision making criteria. If you understand that, you can adjust your sales approach to talk specifically to the decision maker’s most important criteria.
 ...Read More


The Top 7 Ways To Sell Your IT Services Business

Tuesday, February 07, 2017

When it comes to your Managed Services business, we talk a lot about what your business model should look like and what you need to be doing in order to be successful. What is not often discussed is how you should approach or even start to consider the steps and process associated with the sale of your Managed Services organisation.

T
he end goal for a tech entrepreneur is to sell their business for a good price, but what needs to be done with the business in order for this to happen? James Henderson of ARN has written this interesting article with input from Moheb on what the key steps are for business owners when it comes to readying and then positioning their business for sale. ...Read More


Do You Honestly Believe You Are A Disruptor?

Sunday, January 29, 2017

Author: Moheb Moses
If “Cloud” was the most overused word for 2015, then “Digital Disruption” would have to be my #1 pick for 2016. I’m struggling to think of a vendor event that I attended last year that didn’t reference at least Uber, AirBnB or Netflix in the opening slides; the message of course being … Disrupt (like these three companies) or Die.

The problem is that very few companies have either the culture or environment to enable innovation, let alone disruption. Against a backdrop of the all too popular catchphrase “Think outside the box”, we have built business models that punish people for daring to stray outside their box. ...Read More


Time To Make The Cloud Rain

Friday, January 27, 2017

The Cloud and it's aaS business model has promised to offer businesses a more consistent revenue stream. It has also offered businesses the promise of being a potentially much more profitable business model than traditional IT business models. The latest research however is showing that this is not actually always the case and there are a handful of reasons why. ...Read More


Building a Managed Services Business

Thursday, January 19, 2017

The Managed Services Business model has been a much researched and discussed topic in the IT industry over the past few years. While it is no longer new, it seems that many organisations are still grappling with how to successfully transition their business models across to a Managed Services Business model and how to identify the most critical aspects of this transition.

ARN recently published an article on exactly this topic with significant input from Moheb. The article distilled down what a successful Managed Services business looks like by outlining how they understand their target market, what their customer requirements are and what their employees need to do in order to meet these requirements. ...Read More


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