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

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