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First, Do No Harm: Decision Making in CIO Bootcamp
Admin2019-01-10T06:11:38+00:00I’ve always thought that physicians had it right all along. The first rule of being a doctor? “Do no harm.” That is to say, when facing a medical situation with [...]
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How to Stop Chasing Business: The Advantages of IT Services Specialization
Admin2019-01-10T06:16:48+00:00Greg owned a IT Services Provider in Virginia. He’d founded the company out of college with one client and steadily grown his business to employ a staff of nine. One [...]
Products and Services, Part Three: Making the Change to Enterprise Solution Selling
Admin2013-12-18T06:44:20+00:00So, now you know the difference between products and solutions, and you know the advantages of a more comprehensive service and hardware sales solution. But knowing what solutions are and [...]
Products and Services, Part Two: The Real Advantages of Selling Solutions
Admin2019-07-05T07:18:19+00:00When we left off in Part One of this series, we explored the declining ability of businesses to sell hardware and examined how the technology sector had changed in recent [...]
Products and Services, Part One: Why Selling Products is a Poor Alternative to Solution Sales
Admin2019-01-10T06:18:28+00:00When Dell went private this year, many analysts opined that the company was interested in moving from products to services as its core business model, and being private would make [...]
Look Who’s Talking: Creating Open and Honest Technical Team Communication in Your Enterprise
Admin2019-01-10T06:22:54+00:00Before there was Facebook, there was MySpace. And before there was MySpace, there was Friendster. The story of Friendster’s demise has been rehashed in technology and business circles so many [...]
Your Customers Are Talking, but Are You Listening? Customer Feedback in the Enterprise
Admin2013-12-12T00:00:18+00:00A hosting provider had built a solid business over a few years and was excited about the future. The provider had ten employees responsible for servicing two dozen accounts with [...]
5 Reasons Why Building a Datacenter Yourself is a Terrible Idea
Admin2019-03-29T10:52:21+00:00Not long ago, the concept of building a data center from scratch seemed like a great idea. Many businesses that are starting out believe having their own data center services [...]
Seeking a Great Salesperson for Your Startup IT Organization? Take a Look in the Mirror
Admin2018-12-06T05:04:20+00:00So many of the software giants we know today got their start as a couple of techies toiling away over circuit boards in a garage. Sales started slowly in those [...]
5 Important Tips on Building the Right Technical Team for Your IT Company
Admin2019-01-10T06:24:31+00:00When people talk about “building a business,” they often use cute analogies about the “foundation” and the “blueprints,” as if the business were a house being built on a tract [...]