Magazine Article | March 22, 2011

Lead Gen: Get Your Strategy Straight

By Bob Vogel, Autotask Corp.

As a company that makes software to help technology solutions providers run their businesses better, we're always asking the question, "What's your biggest business issue?" The answers vary, and more often than not we get lists. Answers cover topics such as, "becoming more profitable," "getting more organized," and "increasing tech efficiency." But the most common response by far is "winning new business." It doesn't matter whether you consider yourself a VAR, MSP, system integrator, or IT consultant, servicing your existing clients is child's play compared to going out into the cold, cruel world and finding someone new to buy what you're selling.