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“Hello, Operator?” – Internet, Fax and VOIP Choices in the Enterprise
It wasn’t long ago that having phone and fax service for a business was a pretty easy process. You simply called the local phone company and paid an exorbitant fee for them to come “install” the lines you needed. After dishing out a few hundred dollars for that, your company was able to pay a few cents a minute for [...]
Why Us, and Why Now? IT Solution Sales Don’t Have to Be Difficult
If you’ve spent any time at all researching how to sell IT services, you have encountered the following strategy: “Demonstrate value…convince the prospect why to choose you…convince the prospect that now is the right time to buy.” It’s in books and blog posts and taught in sales seminars every day. And it’s all wrong. Selling IT solutions that fit the customer’s [...]
Shut Down Your Server Room: Cloud and Colocation Services for the Modern Enterprise
As with many technological innovations in their early stages, it seems that discussions about “moving to the cloud” have been happening in the enterprise for years without a real tipping point being reached. A Gartner survey in 2012 showed that 85% of all companies planned to have at least “some” applications or data in the cloud by the end of [...]
Business Break-Ups – Part Two: How to “Fire” Problem Customers
Yesterday we discussed ways to identify customers that are a poor fit for your organization. It is important to remember that not all clients are a great fit for your business, and identifying them as soon as possible is in your best interest. Having problem customers can be toxic to your organization. As in life, sometimes relationships don’t work out, [...]
Business Break-Ups – Part One: Identifying Problem Customers
Icarus Technical Consulting had invested significant time and energy in to winning a contract from a large local real estate agency. The process had been very competitive, with no fewer than three other IT services companies pitching the agency on different solutions to help manage and protect their IT assets. When the agency called the Account Manager at Icarus to [...]
The Competitive Advantages of Partnering With the Right Colocation Provider
If you want to take your IT services business to the next level, you have to scale the size of your offerings. True, you can build a successful business offering specific services like endpoint management or help-desk support, but if your goal is to own your client’s entire IT mindshare, then it is imperative that you offer a full set [...]