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

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

For many Technology Advisors and MSPs, the challenge with enterprise accounts isn’t getting a meeting. It’s getting momentum. Enterprise deals rarely fail because of technology limitations. Most organizations already know they need modernization. They know legacy voice systems, fragmented carriers, aging MPLS networks, disconnected inventories, and overlapping contracts create operational drag. What stalls enterprise opportunities...Read More

Enterprise CIOs are under constant pressure to modernize infrastructure, improve resiliency, support growth, and enable new initiatives without meaningful increases in budget. For many organizations, the answer is not finding new capital. It is uncovering the budget already hiding inside their telecom and network services environment. CIOs today are expected to do more than ever....Read More