Back to Overview
Article list for articleImage

In 2005 at a small security vendor, I was helping solution providers (SP) understand the value of managed services. For some it was easy, they understood the value of a monthly revenue stream to help even out the vagaries of break/fix maintenance and project revenue droughts and monsoons. Other…

Everything is changing. Marketing, sales, companies, customers, all are changing. The impact of the Internet is causing radical transformations in how buyers purchase and producers must sell. Services are becoming more important than products, software has a greater impact than hardware and outcomes will trump all. This transition requires a…

A few weeks ago, I was at an all-day technology workshop and saw several vendor presentations. I was struck as to how compelling each of the presentations could have been but weren't because the message was mis-managed. Be a Challenger Much of my comments have been spurred on by the…