InsideBlueStarEditorNotebook
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7 Sales Pitfalls: How To Recognize, Manage Through, Or Manage Out
8/30/2019
Over the last couple of decades, we have identified several sales pitfalls that are recurring and affect all salespeople. From sales members who have just recently entered the industry to the most tenured members of the team, there are seven trends that you can spot early to help mitigate poor sales performance or, at a minimum, reduce the time of recovery from a pending sales rut.
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Compassion And Empathy In IT Customer Service
8/30/2019
"What are the characteristics of the people who provide great customer service?” I asked my audience of system engineers, network managers, coders, DBAs, and desktop support technicians.
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IT And OT Are Now IoT
8/30/2019
We’ve been quite vocal about data facilitation and management becoming much more important to channel partners’ client success as time marches forward. The client’s perception of the value in networked IT systems is increasingly data- and intelligence-centric, and it’s decreasingly tactical. Applications and devices are simply expected to work. That’s taken for granted. If your sole purpose in business life is to keep applications and devices working, your business is officially a commodity.
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ASCII: 35 Years In The Making
8/30/2019
A retrospective look inside the organization that’s supported the IT channel since its inception, and a glimpse into the future at The ASCII Group
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David DeCamillis Of Platte River Networks
8/30/2019
David DeCamillis is as much a renaissance man as you’ll ever meet. He worked as a stockbroker out of college, then moved up to a syndicate manager, helping with IPOs until the early ’90s, when he moved into financial consulting. In that gig, he helped private companies raise money with the hopes that they would go public.
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The State Of Customer Success
8/30/2019
In 2000, Malcolm Gladwell authored The Tipping Point. In the book he defined a tipping point as “the moment of critical mass, the threshold, the boiling point.” When we look back in several years, we will be able to point to 2018 as the year that customer success, as a broad set of capabilities and organizations, hit its tipping point. Several years ago, there had been initial questions and debate around longevity of customer success initiatives and organizations, but the evidence of organizational representation and the cavernous gap of demand versus existing supply of resources in the market are stark evidentiary points that conclude customer success is thriving and here to stay.
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Lisa Marie Papp Of Computer Solutions & Networking, LLC
8/30/2019
Lisa Marie Papp has been immersed in technology since her father’s days as an NCR software developer in the 1970s. She would accompany her father into the data center on weekends, where she would occupy the punch card machine and marvel at the mainframes that ran on tapes and large disks.
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Branding Or Service Delivery: Which Comes First?
8/30/2019
There are two kinds of startup service business owners. The first invests money they may not even have into building a recognizable brand that will resonate and fascinate in their market of choice. The second invests their limited time and resources in creating a company focused on bullet-proof service delivery. Which are you? Which is right?
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MSP Sales: Managing Before New Business Is Acquired
7/1/2019
Setting your new sales team member up for success requires planning, expectation setting, and mutual investment of time and effort in the months to come.
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2019 POS Channel KPI Study
7/1/2019
According to Worldpay’s 2019 POS Channel KPI study, precisely zero POS VARs achieved 40 percent or better growth in 2018. You know who did? More than 27 percent of ISVs.