The SPIFF
It has become a real contest out there for SPIFFs. The SPIFF used to be to (a) draw attention to a company or service offering; or (b) to create some …
Everyone? Everyone
I just started a two week Sprint on Positioning with Section4. They ask why you are taking the course. I said because I have spent 23 years in telecom where …
CVX Expo: Ignite Education!
So Channel Vision magazine’s CVX Expo 2022 on November 2-4 in Scottsdale AZ will be putting a premium on education for emerging services like SASE, CCaaS and more. The expo …
Does the Channel Compete with Big Consulting?
Recently I have heard/read that channel partners are competing with Big Consulting – PWC, Deloitte, Accenture, KPMG, Tata, Bain, McKinsey, BCG, Capgemini, and E&Y. Mostly Accenture and Deloitte are mentioned, …
What I Wish I Knew Before I Started Selling UCaaS
This is the prezo that Joel Maloff of Phone.com and I gave yesterday at ITEXPO. If you or your team need sales training to improve your cloud sales, please contact …
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The 80s are Calling
Barbarians at the Gate: The Fall of RJR Nabisco is a 1989 book about the leveraged buyout of RJR Nabisco, according to Wikipedia. In the 80s KKR was the …