I hear it all the time: When VARs transition to a managed services business model, they often turn over some (or all) of their sales staff. So where can you find new sales talent that eagerly embraces change and new challenges? Here are five suggestions:
Five Ways to Engage New Customers
Posted May 29th, 2008 by Joe Panettieri
When it comes to bonding with potential customers, many managed service providers (MSPs) earn failing grades. In fact, some MSPs actually drive would-be customers away because they don’t take some simple steps to drive communication on their web sites.
Blackboard Reveals SaaS Financial Trends
Posted May 8th, 2008 by Joe Panettieri
Evidence is mounting that the software as a service (SaaS) industry is doing well — but not quite as well as financial analysts had expected. The latest anecdote comes from Blackboard Inc., a company that offers hosted applications to colleges and universities.
Managed Services: Top 5 Rookie Sales Mistakes
Posted April 2nd, 2008 by MSPMentor
It’s the biggest challenge facing managed service providers: How do you transition your sales force from transactional selling to managed services solution selling?
Take Control of Your Demand Generation
Posted March 20th, 2008 by Maurice Saluan
If your client base isn’t growing, you can’t be happy and furthermore you’ll find it harder and harder pay the bills. Your support structure should allow you bring on more new clients and less new employees, if you’ve set up your assembly line properly. If you haven’t, that’s a problem that will require much more time to cover.
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