ISV/Software Developer Guest Commentary
-
5 Reasons You Can’t Afford Not To Charge More For Your Services
4/6/2016
Pricing is a touchy subject for many, including your prospects. People tend to shy away from discussing money for one reason or another. Unfortunately, in business, this is not the right attitude and pricing should be at the forefront of your mind with all of your engagements.
-
Selling Versus Telling
3/28/2016
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.
-
It’s Astonishing How Problematic Business Can Be
3/10/2016
At least, it is to me. Astonishing, that is. You see I’ve been in the business of transforming small business for 40-plus years. I’ve walked inside of every imaginable kind of company, from one person to 10,000 person companies.
-
Why Aren’t Organizations Paying More Attention To Governance?
3/10/2016
In the last 10 years, we have seen a major growth in data, which is now created, captured and shared at an unprecedented level. That has created a tsunami of information for organizations to filter, analyze and store.
-
There Is No Magic
3/7/2016
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.
-
7 Ways IT Integrators Can Help Security Leaders Effectively Manage Enterprise Operations
3/2/2016
Today’s enterprise security leaders face unique challenges that require a tailored approach to operations in the current business climate, including the need for a strong ROI, consolidated operations, and thoughtful investment in new technology. To achieve the necessary levels of business security and effective operations management, IT integrators must work side-by-side with these security leaders and implement the following best practices throughout the process.
-
5 Predictions For APIs: A Consumption Perspective
3/1/2016
This year, the relationship between application program interface (API) publisher and consumer is going to shift, and central to this is the Citizen Integrator. Traditionally, API integration has been the domain of software developers and IT organizations — until now. Citizen Integrators will be the primary consumers of APIs, but they are not yet directly marketed to by publishers.
-
Sales Courtesy
2/22/2016
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.
-
The Connected Home — Opportunities And Disruption
2/2/2016
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.
-
Utilities: Winning With Mobile And Cloud Strategies
2/1/2016
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.