In the XaaS and managed services world, we don’t make money from winning customers… we make money from keeping customers. So when I see a company doing everything it can to alienate its loyal customers, I look at what lessons can be learned so that MSPs, vendors and distis don’t fall into the same trap. … Continued
As we go back to in-person meetings and events, it’s becoming apparent that one of the casualties of working from home has been face-to-face presentation skills. For the last few years, our presentations have consisted almost entirely of looking at someone’s face over Zoom or Teams. But as we start to present in person, we can no longer … Continued
In the conventional partner-vendor engagement model, partnerships are measured and graded primarily based on revenue generated and certification level attained. This results in a tiered hierarchy, such as Gold, Silver, and Bronze. However, emerging technologies like Cloud and XaaS have shifted the dynamics of the partner-customer-vendor relationship. The largest partners may not always be the … Continued
Customer perception is how existing and potential customers view your business and its offerings. It can easily tip the scale in favour of or against purchasing from your company. But while a global company like Starbucks might have the resources to change customer perception, how do smaller businesses find their niche? This article from Userlike … Continued
It seems obvious that an organization’s image and market perception is critical. Too often, however, companies fail to understand the distinct impact that weak or inaccurate brand perception can have on their bottom line. As a result, they may under-invest in developing and managing their brand, even as buyer behaviour has changed so profoundly. Or … Continued
As channel consultants, we get to work with an incredible array of different companies and technologies. And with the breakneck speed of new product releases, it’s a real challenge trying to stay on top of it all. What continues to amaze us however, is how few companies can explain what they do in a concise … Continued
In talking to people at the recent CompTIA event, there was an overwhelming sense that we are living amidst the biggest changes in the way we work and view the world, probably since the second world war. Technology is again at the vanguard of this change but only in response to an invisible attack from … Continued
We’ve recently worked with a number of companies who needed help redesigning their sales incentive programs to drive sales of Monthly Recurring Revenue (MRR) through XaaS, Cloud and Managed Services, rather than traditional CapEx IT. While there may not be a single perfect incentive model for all organisations, there are certainly some valuable lessons you … Continued
Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fees for consumption. Technology companies have spent billions on the innovation necessary to achieve this product shift. In this … Continued
Sales calls aren’t what they used to be. For starters, salespeople are interacting with customers who are armed with heaps of prior research, thanks to the availability of digital and in-person channels. Today’s salespeople are also encountering greater numbers of people they need to influence at customer organizations and are being asked to sell new … Continued
CHANNEL NEWS
An informative Industry News & Announcement Service
Over 8,500 Subscribers
WHAT OUR CLIENTS SAY
