New research points to an ever expanding data center co-location market as many more companies, especially mid-size firms are opting to house their services and devices within a professionally managed data center. Trends are demonstrating that co-location managed service providers are making it easier for companies to make the move by offering new solutions that […]
The BANT Approach
In sales, following the principles of BANT the acronym for budget, authority, need and timeline is always a useful strategy and one worth remembering. Budget The first thing to determine in a deal is whether a budget exists. Do they have the money? You need to know this before spending valuable time on an opportunity […]
A Life Sciences Company With a Cloud Vision
Having come from a large Pharmaceutical company, I thought we had some insight that others did not when it came to building IT environments that would pass a company’s Validation efforts. Unfortunately, we quickly found out that most companies in this industry have been so risk adverse that they wouldn’t even consider putting their DEV […]
Losing Fast – The Next Best Thing to a Win
Far too often salespeople fall into the quote and hope philosophy. They chase every deal, passing quotes out like candy on Halloween. They have either forgotten or never learned that losing fast is the next best thing to a win. The most valuable asset a sales professional has is their time. In order to maximize […]
Want To See Growth? Concentrate On The Metrics
As I travel the country and speak with more and more Data Center executives one question continues to be asked: “If the data center sector is growing then why is my team’s monthly recurring revenue remaining (MRR) flat or declining? We’re not doing anything different.“ Well there you have it. You are not doing anything different […]
