Some Good News For Federal Contractors Working In Defense IT
While federal IT budgets have been slashed in many areas due to sequestration, there is some good news for companies working in high-priority areas, especially those tied to the Department of Defense....
View ArticleIT Resellers, Know Your Federal Customer? Look Again
Selling to the federal government requires an extensive knowledge of governmental alphabet soup. Departments in different agencies can share acronyms, others can sound remarkably close. Additionally,...
View ArticleCan you Feel the Momentum? Cisco Partner Summit 2013
Can you feel it? It’s just around the corner and it’s big. I’m talking about #ciscoPS13 in Boston. It’s always a top event for all things #Cisco — and with momentum building for the company — this...
View ArticleNew Year, New Expectations at the Cisco Partner Summit
What a year. The economy is up, down and all around. Consumer spending is up, it’s down…business is flat, business is coming back. What is it going to be this year? Let’s face it: Without...
View ArticleBeam 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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