According to research consultancy IDC, the global IT market surpassed $3.7 trillion in 2015 and it’s on track to reach $3.8 trillion in 2016. However, diminished margins, competitive pressures and shifting channel dynamics are challenging resellers to do more with less, and to do it more creatively. Renewed ideas are necessary for today’s channel players to stay relevant – and stay profitable.
There seems to be an age-old debate regarding the differences between selling and telling. When I make sales calls with my clients’ salespeople, I’ve noted an increase in the number of sales calls which are inappropriately identified as selling. More often than not, these people are telling.
Renewed focus on IT in brick-and-mortar retail stores was one of the major themes emerging from NRF 2016, the National Retail Federation’s Retail BIG Show. Other trends that continue to create buzz across the industry are mobile POS, omnichannel retailing, and a strong focus on the customer experience as a competitive differentiator.
One of the benefits of having been in the sales coaching, consulting, and training business for the past 40 years is that I've had an opportunity to see a lot of so-called magical solutions come through our industry. There have been training programs with hypnotic closes associated with the program. There have been all kinds of gadgets and devices intended to help salespeople sell more.
Here is a scenario that I experience all the time in my sales efforts and I want to see how many of you have the same experience. I call a prospect and one of three things happen.
2015 will go down as a breakthrough year for drones in both consumer and commercial applications with the first FAA regulations announced, vast growth in the consumer market, and serious commercial enterprises exploding onto the scene.
Safe city initiatives help cities achieve true situational awareness — both in routine times and during emergency situations — by aggregating a large amount of data and turning it into actionable intelligence.
The home has many large industries serving individual aspects of the entire journey, thus there are many opportunities for ISVs and VARs to engage on either the business or consumers side of the rapidly evolving connected home in the years to come.
New data capture capabilities can create a complete view of the health and activity status of a field worker and, when coupled with a dispatch function, a chance to improve that field worker’s condition or a situation as a whole and to provide the foundation of a supervisory control and data acquisition (SCADA) system.
One of the ways utilities are increasing their own competitiveness is by enhancing their service offerings (such as recommending smart meters), provide better customer service, become more responsive and, of course, optimize their operations to become more productive. Helping some of these business objectives become a reality are mobile and cloud strategies.