How to Stop Chasing Business: The Advantages of IT Services Specialization
Greg owned a IT Services Provider in Virginia. He’d founded the company out of college with one client and steadily [...]
Products and Services, Part Three: Making the Change to Enterprise Solution Selling
So, now you know the difference between products and solutions, and you know the advantages of a more comprehensive service [...]
Products and Services, Part Two: The Real Advantages of Selling Solutions
When we left off in Part One of this series, we explored the declining ability of businesses to sell hardware [...]
Products and Services, Part One: Why Selling Products is a Poor Alternative to Solution Sales
When Dell went private this year, many analysts opined that the company was interested in moving from products to services [...]
Look Who’s Talking: Creating Open and Honest Technical Team Communication in Your Enterprise
Before there was Facebook, there was MySpace. And before there was MySpace, there was Friendster. The story of Friendster’s demise [...]
Your Customers Are Talking, but Are You Listening? Customer Feedback in the Enterprise
A hosting provider had built a solid business over a few years and was excited about the future. The provider [...]
5 Reasons Why Building a Datacenter Yourself is a Terrible Idea
Not long ago, the concept of building a data center from scratch seemed like a great idea. Many businesses that [...]
Seeking a Great Salesperson for Your Startup IT Organization? Take a Look in the Mirror
So many of the software giants we know today got their start as a couple of techies toiling away over [...]
5 Important Tips on Building the Right Technical Team for Your IT Company
When people talk about “building a business,” they often use cute analogies about the “foundation” and the “blueprints,” as if [...]
Better Safe Than Sorry – Why Every Company Should have a Disaster Recovery Plan in Place
On May 27, 1997, an F5 tornado ripped through the central Texas town of Jarrell. The powerful storm ripped the [...]