Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fees for consumption. Technology companies have spent billions on the innovation necessary to achieve this product shift. In this … Continued
Sales calls aren’t what they used to be. For starters, salespeople are interacting with customers who are armed with heaps of prior research, thanks to the availability of digital and in-person channels. Today’s salespeople are also encountering greater numbers of people they need to influence at customer organizations and are being asked to sell new … Continued
In Australia and New Zealand, restrictions have eased over the ability to meet with customers and partners in person. And as the vaccines are rolled out, it’s only a matter of time before we return to some semblance of the way meetings used to be. But just because we can meet in person, does that … Continued
I was thrilled to host the CompTIA 2021 Industry Outlook Webinar with Leo Lynch (APAC Sales Director, StorageCraft) yesterday. Together we explored some of the trends highlighted by the CompTIA IT Industry Outlook 2021 Report and reflected on the implications for Australia and New Zealand. You can watch the recording HERE, or download the full report … Continued
Our best-selling channel workshop – Dynamic Channel Excellence – is now scheduled for 3-4 March. This is a virtual workshop is delivered remotely by a live instructor, and is perfect for any channel professional from the technology industry, who wants to dramatically improve their channel knowledge and skills. We cover everything from building the best … Continued
The vaccines are on their way. More employers are beginning to reopen their offices. But to what degree will WFH (Work from Home) stick around? To get an eye on the future of work, Future Forum by Slack conducted a three-month survey of over 9,000 knowledge workers or skilled office workers around the world—something they … Continued
Recently we worked with two vendors to update their channel strategy to be more MSP focused. One of the biggest hurdles was to re-align the internal and external compensation systems to support the channel partners. The old adage “you get what you pay for” was certainly true, and without change, the new channel strategy was … Continued
When Mark Roberge joined HubSpot as its fourth employee, he had no sales experience but still was charged with building the sales team. His background proved to be an advantage, however: With his engineering training, Roberge brought an analytic rigor to the task. And he quickly realized that the sales compensation plan could motivate salespeople … Continued
Customer experience has fast become a top priority for businesses, and 2021 will be no different. But, why are so many companies focusing on the customer experience and what happens to companies that choose to ignore it? In this article, Toma Kulbytė looks at the most important trends, and provides 37 statistics from various research … Continued
The last CompTIA Community Meeting was an amazing success with many of the attendees commenting on the incredibly high caliber of speakers and topics. The presentations are all now available on demand to view HERE. In case you missed it, here were the topics: Stacey Ashley – High Performance Leadership Expert, Speaker, Change & Transformation … Continued
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