Building your own channel starts with a simple idea: look beyond the people you want to sell to and consider who already has relationships with them. But what can that actually look like? A business contact may have a relationship with an association whose members could benefit from reducing technology and telecom costs. A fractional...Read More

Most Technology Advisors know who they ultimately want to reach: the CIO, CTO or another enterprise technology decision-maker. But reaching that person directly isn’t the only path to an opportunity. Fractional CIOs. Associations. Private equity firms. Each may already have trusted relationships with the kinds of organizations you want to reach. And each can potentially...Read More

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