Opinion

Opinion

Sales and Customer Management

• 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

• The right mixture of sun and breeze

  Having just got back from Italy Billy MacInnes muses on how the channel is a bit like perfect summer weather  Continue Reading

• Press 5 if you want to speak to a human

  With the spotlight on customer service Billy MacInnes bemoans the delays that customers can face navigating through automated phone systems  Continue Reading

• The mis-alignment between customers and service providers

  Recent findings from LogicNow revealed that many customers were not on the same page as their service providers and Billy MacInnes has some thoughts on why  Continue Reading

• Happy to talk to a website

  The days when customers were keen to talk to people are being replaced by users clicking through websites  Continue Reading