Cloud Sales Compensation Plans

With recurring revenue cloud all technology providers need to rethink their sales compensation plans or is there more they need to rethink? It seems that there isn’t a week or even a day that goes by where I don’t hear

Posted in Miscellaneous

A look under the hood of an inbound marketing engine

We are all familiar with the legacy model of sales and marketing. An expensive outside sales rep with a rolex and a rolodex promises to waltz you into every blue chip account you can imagine. But the deals are few

Posted in CSF#3a: Sales Engine, CSF#3b: Marketing Engine

Technology marketing essentials for high tech startups

What’s the hardest part of launching a cloud services startup? Developing new technology is challenging, but it’s a process you can control. Securing investment capital takes hard work and perseverance, but there are plenty of investors ready to fund a

Posted in CSF#3a: Sales Engine, CSF#3b: Marketing Engine
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How to get customers for your newly launched cloud service

So your company has just launched a new cloud service offering. Congratulations! All of that hard work to design, develop and launch your cloud solution into the marketplace is finally beginning to pay off. Or is it? How is customer

Posted in CSF#3a: Sales Engine, CSF#3b: Marketing Engine
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Increase your IT channel revenue by 400% or more!

Does 20% of your IT channel drive 80% of your cloud services revenue? If so, then you have a partner productivity problem that is holding back the growth of your business. Because that means that 80% of your channel is

Posted in CSF#3a: Sales Engine, CSF#3b: Marketing Engine
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Has your recurring revenue business stalled?

If you’re an IT Service Provider with a recurring revenue model, you already know it’s a blessing and a curse. A blessing because once you reach a critical mass of customers, your business is self-funding. A curse because growing your

Posted in CSF#3a: Sales Engine, CSF#3b: Marketing Engine
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How customer-focused is your IT services website?

I contribute to the Channel Partners Cloud Services Brokerage Business Blog and recently wrote about how your website can act as a virtual sales rep for your CSB business. It’s a different way of thinking about the value your website can bring

Posted in CSF#3a: Sales Engine, CSF#3b: Marketing Engine
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See How “Managed” Inbound Marketing Pays for Itself

When it comes to filling the sales funnel, inbound marketing is the best deal around. Lead quality, cost per lead and predictable performance are tangible and quantifiable benefits of inbound vs. outbound marketing. The intangible benefits are also important. Creating

Posted in CSF#3a: Sales Engine, CSF#3b: Marketing Engine
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Is Your Inbound Marketing Truly a Growth Engine or Just Exhaust?

Just as the cloud shift has transformed IT, inbound marketing has transformed how leads are generated and how sales opportunities are nurtured into buyers. It has been heralded by marketing gurus as “the new marketing” replacing the old outbound marketing model with

Posted in CSF#3b: Marketing Engine

The Death of the IT Sales Rep

There – I said it – the IT sales rep as we know it will become extinct over time. Let me be a bit more specific here… I am referring to the expensive, hard to manage, unpredictable outside direct sales

Posted in CSF#3a: Sales Engine, CSF#3b: Marketing Engine
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