Opinion

Opinion

Sales and Customer Management

• You need big ears and a big mouth

  Those wondering what the role of the channel might be have been giving some useful tips to Billy MacInnes  Continue Reading

• A touch of simplicity in a complex world

  Karen Falcone, principal director of European channel sales and programs, Sungard AS has some advice for those looking to chart a course through an increasingly connected world  Continue Reading

• There’s a massive disconnect in British business

  UK businesses think they’re great communicators - but that’s because they’re bad listeners argues Nick Booth  Continue Reading

• The channel are critical change agents for digitally transformation

  The channel’s role goes beyond providing tech and systems integration services. It has a responsibility to consult on ways businesses can save money via improved efficiency and collaboration, argues Simon Skellon, vice president, Mitel, UK  Continue Reading

• In praise of the power of partnerships

  Some of the most famous partnerships have changed the world, just look at Lennon and McCartney, and the same can be true in the tech world Billy MacInnes discovers  Continue Reading

• 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