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