Thee Channel
One point about The Channel: There is no “The Channel.” There are a variety of business types and models that partner with various vendors to bring their product and services …
The Race for Sales
As companies add UC+CC or UC to CCaaS or other bundles, the success of sales will be limited and take a lot of time to come. Why? Because most salespeople …
A Tale of Private Equity
The MSP software industry has been dominated by private equity. ConnectWise, Datto, Kaseya, N-Able, Pax8 and so many more software companies that serve the MSP space have been acquired by …
What Does a Five Buck Seat Mean?
NICE just announced a UCaaS offering at $5 per seat. TalkDesk launched a phone in 2021. It was rumored to be $10, like Zoom Phone. What does all this mean …
Do You Have the Right Sales Rep?
During channel manager training, there is emphasis on alignment. When hiring sales reps, managers need to ensure alignment as well. There are different types of sales reps: transactional, whale hunters, …
Why Buddy Can’t Sell
I have been thinking about this since I bought the book, Why Johnny Can’t Sell. After spending the last 5 years doing a lot of sales training, sales coaching and …