Winning a new customer is difficult. Earning enough trust to become part of that customer’s technology conversations can be even harder. Once that relationship exists, however, the next opportunity doesn’t always have to come from finding another customer. It may come from understanding more of what the customer is trying to accomplish. For Technology Advisors,...Read More

Finding new business usually starts with a familiar question: Who should we be talking to? For Technology Advisors, MSPs and others in the channel, that question often leads to prospect lists, target accounts, industry segments and decision-maker profiles. Those things matter. But there is another question worth asking: Who already has relationships with the organizations...Read More