One of the biggest mistakes VARs, MSPs, and other solution providers make is the belief that their clients only buy from them and not their competitors. The fact is, mid-size and large companies buy from several tech providers. That’s why it’s very important that you communicate regularly with your clients. If you’re not doing so, then you’re leaving the client in the hands of a smart competitor. By assuming your clients have been exposed to someone else’s products and services pitch, you know that you could lose these clients unless they are constantly reminded of the value you bring...


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Just because you’re marketing to businesses, doesn’t mean you have to hide your personality. Many solution providers tend to de-emphasize personality. They shy away from using their CEO, president or some other spokesperson in their organization. I’m not sure why perhaps it’s because they believe, incorrectly in my opinion, that it is not professional. However, using personality to help drive the marketing of a business can be highly profitable. In fact, some of the largest tech companies are run by people with over sized personalities and these personalities are used to market the business...


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One of the by products of our recession, is something I don’t see covered too much in the  news but it will affect you either negatively or positively. With the thousands of technical folks who are being laid off, and not enough open positions available to them, many will take the gamble and start their own businesses. Who knows perhaps that’s how you started. So the question is: are you prepared? (more...)


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We all know follow-up is critical to keeping customers and making sales. But can there be a wrong way of doing it? First of all, let’s agree that the whole idea of “follow-up” is to form a relationship with a customer that communicates trust and the value that you offer to them. If all you communicate to them is how low you’ll go in price or what is the latest upgrade promotion on the new technology solution buzzword of the month then you aren’t (more...)


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I sincerely believe that the #1 crime in marketing technology is being boring. My experience is mostly with IT solution providers where being boring is a big problem. All you have to do is go to one solution provider’s site read the company description and compare it to their nearest competitor. The descriptions will nearly  be  identical with the same buzzwords and phrases. You’ll find the same with (more...)


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