Beam Me Up Scotty – We’re At Cisco Partner Summit
Here we are at #CiscoPS13 and what a terrific start. Cisco’s Scott Brown and his team did a fantastic job pulling together a very interesting agenda for the Worldwide Distribution Summit at Harvard...
View ArticleIt’s a Wrap: #CiscoPS13 and #Comstor
Well, Cisco Partner Summit is a wrap. So, where do we stand? Well, two of my three #CiscoPS13 questions have been answered – and one at 50%. Remember, my asks in my previous post were the following:...
View ArticleA Government Customer Asks You To Bend The Rules: What Do You Do?
Companies that sell to the government, like any other company, are in business to do business. Most see themselves as customer-focused and willing to meet the needs of customers, especially good ones...
View ArticleOpposite Of Outsourcing IT: Insourcing With A Twist (Part 1)
Remember the time when #IT resellers came up with the revolutionary idea: “Why should we put our valuable resources into something that isn’t our core business?” If your business made food products,...
View ArticleSelling Converged Infrastructure – What Does it Take?
It takes transformation of sales skills in each of 3 areas; Skills, Knowledge and Behavior. The way customers BUY Information and Communications Technology (ICT) industry is going through a fundamental...
View ArticleHow Are You Weathering The FY’13 Budget Storm?
Allen Federal recently participated in a call with representatives of several larger government contractors. The discussion centered on the relatively low impact many had felt from...
View ArticleMissed Out On SEWP? Two More Contract Opportunities For Resellers
The talk among many federal IT firms this summer has been all about the NASA SEWP (Solutions for Enterprise-Wide Procurement) V contract vehicle. It’s a popular vehicle and generates nearly $2.5...
View ArticleSales Training – Cost or Investment?
The answer depends on the content of the training. Properly constructed sales training is undoubtedly an investment. Developing sales skills, knowledge and behavior, ideally at the same time, has a...
View ArticleBigger and Better at Connect 2013 in Texas
Welcome the Westcon and Comstor Connect 2013 Blog. We’ll be providing live updates throughout the event right here. Geoff Fancher previews (below) what is sure to be a game-changing couple of days....
View ArticleIt’s a Wr(App)!
Welcome to the #Westcon and #Comstor Connect 2013 Blog. The show may be over, but not our coverage. Here’s a wrap-up from Katie Dumala, VP of Marketing for Westcon… I’ll be the first to admit it: The...
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