Opinion

Opinion

Sales and Customer Management

• Let's hope uncertain times leads to more IT spending

  The views of Claranet that the spending on digital transformation has increased as the economic and political landscape has become more uncertain has intrigued Billy MacInnes  Continue Reading

• Going direct will not provide the complete solution

  Buying directly from the vendor might sound like an attractive idea but it is unlikely to provide the end result customers are looking for, argues Billy MacInnes  Continue Reading

• Unpicking the claims behind the attention grabbing headline

  The claim that small firms without a web site were losing substantial amounts of money attracted the attentions of Billy MacInnes who wanted to work out just where the numbers had come from  Continue Reading

• Patents = innovation? Maybe not

  Just because a company files lots of patents does not necessarily mean that innovation is alive and well argues Billy MacInnes  Continue Reading

• Business has to stand for something

  With so much happening in the political world at the moment it is hard for business leaders to keep silent on their views, notes Billy Macinnes  Continue Reading

• Winning gold in the technology race

  It has been a glorious summer for Olympians and Gary Bell, executive director - outsourcing at Civica draws some inspiration for IT users  Continue Reading

• SMEs taking ownership of big IT contracts

  IT Legal expert Louise Handley of Leeds-based law firm 3volution says IT SME contractors shouldn’t be afraid to scrutinise the small print when chasing deals with big clients  Continue Reading

• Going for gold takes serious effort

  Gold medal winners put in years of preparation and the same is true of those leading the way in the channel  Continue Reading

• 8 tips for creating a successful sales methodology for IT services

  Mark Banfield, senior vice president, International, Autotask, shares some advice about how to create a successful sales methodology  Continue Reading

• The expensive LinkedIn dream

  Microsoft might have big dreams of what life will be like after it completes the takeover of LinkedIn and Billy MacInnes wonders what they are  Continue Reading

• Speed and digital transformation might not be the best mix

  Few would argue against the need for more customers to embrace digital transformation but Billy MacInnes warns against rushing that process  Continue Reading

• Is the golden age of disruptive technology coming to an end?

  Nick Booth casts an eye over some of the claims that are made by marketing types and wonders if things will change with technology supporting consensual data collection  Continue Reading

• Trust is so crucial to the CIO relationship

  A lot of CIOs still use gut instinct but also rely on the advice of their channel partner, which Billy MacInnes believes is good news  Continue Reading

• Can you speak business?

  Simon Cuthbert, sales and marketing director of mobile data security company ExactTrak, advises resellers to sell on business issues  Continue Reading

• Learning innovation – driving revenue growth in the IT world

  Staff are already working as hard as possible so how can they be supported to work smarter? Ian Helps is a director of Consalia, and looks at the benefits of innovative thinking  Continue Reading