Who can really sell Managed Services to SMBs?
Posted by Steve Stewart in B2B - What works on 02 23rd, 2010 | 2 Comments
Recent news that Staples is getting into the Managed Services business got us thinking: What does it really take to close SMBs on these outsourced services ? Will SMBs really want to source IT services from the same place they buy paper and toner ? Will ‘Staples Advantage’ in store salespeople...
Is your Reseller Firm Optimized for Getting Found ?
Posted by Steve Stewart in B2B - What works on 02 15th, 2010 | 3 Comments
Channel Matters is consistently amazed by the disconnect between End User behavior and reseller marketing spend. Too many resellers seem unaware that their online presence, and social media mentions often time precede a phone call from a new customer. Search Marketing and Social Media marketing should...
SaaS - What role resellers?
Posted by Steve Stewart in Uncategorized on 02 4th, 2010 | 1 Comment
Lots of teeth gnashing by resellers these days on how they can add value and , of course profits, in the emerging SaaS era where the big fat license fee of upfront software sales and maintenance is replaced by a MUCH smaller per seat monthly recurring fee.
I’ve been talking to many ISVs in the...
