–By Michael Ketchum Your company is unique. Your business and profit structures are unique. But your opportunity to achieve vast financial success in the channel is not. How, then, can you make the transition to Monthly Recurring Revenue (MRR)? Let’s start with a little background on the Recurring Revenue model and Monthly Recurring Revenue (MRR).…
No doubt you’ve heard the warnings: evolve your business model or else! The red alert to sell cloud and managed IT solutions is repeated so frequently it’s become a constant drumbeat you might be tuning out. After all, it signals a distant threat that doesn’t require your immediate attention, right? If you think so, that’s…
The pivot to cloud and the as-a-service model continues to accelerate. Providers of all shapes and sizes are jockeying to position themselves as the go-to solution, all fighting to be different and to get the attention of buyers and sellers alike. At Channel Connect 2015, a group of panelists from BroadSoft, Cisco, Polycom, Microsoft and VMware, gathered…
As we head into 2016, there are enormous opportunities available within the channel. Cloud has brought some of the biggest and most exciting gains in the past couple years, but as we look ahead there is one area that excites us with its tremendous growth potential: the international horizon. At Channel Connect 2015, Intelisys Co-Owner Dana Topping…
Forgive the quality of this video, but the subject matter was so exciting we shot it on site with a mobile phone. You see, today our Cloud Services & Complex Bids Team (our in-house “Smart Guys”) have been in North Hollywood visiting one of our awesome Supplier Partners: SADA Systems. If you aren’t already selling Microsoft…
–By Ken Bisnoff I’m going to let you in on a secret that the best technology salespeople already know: “Not selling” is your best chance of making a sale. If that idea makes you uncomfortable, you’re not alone. As telecom sales pros, we have been conditioned to push, push, push our services—and at a discount…
As more companies are recognizing that they are technology companies, regardless of industry or size, IT leaders are struggling with how to keep pace with the rapidly evolving IT environment. So much of the day to day is taken up with mundane, tactical, break-fix functions that are not strategic to the business. Focusing on solving…
In the spring of 2015, at the New York Mindshare at Madison Square Garden in NYC, NY, one Intelisys Sales Partner stood up in front of a room of several hundred people and lobbed this question at the Intelisys ownership and executive teams: “Does Intelisys have an exit strategy?” The short answer, from co-founder Rick…
