How to cut your IT sales cycle by half. Hint: Familiarity Factor.

Posted by Anand Raj on Apr 12, 2018 3:11:55 PM

You can cut your sales cycle by half if your buyers are familiar with you or have purchased something in the past.

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Topics: Social Selling, Tech Buyer Moment, Tech Go-to-Market, Tech Buyer Journey, Go to Market Platform for IT Resellers,, Science of Go to Market

The Trust Equation for IT Resellers: Five elements of becoming a trusted IT Provider.

Posted by Anand Raj on Mar 30, 2018 11:00:12 AM

Trust in digital era is everything. Technologies will come and go but our values remain timeless. As we all know, building partnerships based on our values and core purpose are the key to trust overtime and ultimately to fuel growth and long-term success in business as well as in personal life.

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Topics: Digital content, Go to Market Platform for IT Resellers,, Science of Go to Market, Trust

InXero 1-1-1 Philanthropy Model : Project X : School-on-the-Bus

Posted by Anand Raj on Feb 21, 2018 2:43:09 PM

Here at InXero, we believe in making our world a better place, doing good for others, every  single day, every engagement. We believe that technology when used for good can change the world. We deeply believe education transforms lives and breaks the cycle of poverty that traps so many children.

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Topics: digital transformation, Go-to-Market, Go to Market Platform for IT Resellers,

Keep Pushing. Keep Calm. The biggest thing I have learned from running.

Posted by Anand Raj on Feb 18, 2018 9:29:49 PM

Keep Pushing. Keep Calm. This is one of the great advice my mentor shared with me. I try to practice it every day at my startup InXero. But this advice applies to everything in life. Whether running a marathon (and life is a big marathon) or working on a new project or nurturing our children.

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Topics: digital transformation, Go-to-Market, VAR

Santa Selects InXero for Go to Market in 2017 and Beyond

Posted by Anand Raj on Dec 19, 2017 9:43:27 AM

 

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Topics: IT Solution Providers, Tech Go-to-Market, Go to Market Platform for IT Resellers,

Digital Content is Your New Virtual Sales Rep

Posted by Anand Raj on Dec 8, 2017 11:54:59 AM

Net: a digital video has the potential to deliver the engagement time equivalent of 250 sales reps.

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Topics: digital transformation, IT Resellers, IT Solution Providers, VAR Marketing, Digital content, Go to Market Platform for IT Resellers,, ROI, MSP, VAR

6 Tech Buyer Moments that Matter (and how to enable them to fuel growth)

Posted by Anand Raj on Nov 7, 2017 5:40:21 PM

The buy – sell process has significantly shifted in the past ten years. In the past, the sales person was required to be the primary educator. In the digital transition, we moved this role to the cloud where “content is king”. Buyers now use the Web as their primary tool for solution discovery and analysis. There has been a continued evolution from “content is king” to the newest iteration of “context is king”. It is no longer impactful to simply provide content. Relevancy by meeting the buyer at their stage of need is proving to build lasting digital relationships and accelerate revenue decisions.

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Topics: IT Resellers, IT Solution Providers, Buyer Moment, Tech Buyer Moment, Tech Go-to-Market, VAR Marketing, Tech Buyer Journey

One slide to start the Digital Transformation conversation with your customers

Posted by Anand Raj on Aug 29, 2017 5:48:37 PM

We work with leading IT Solution Providers in modernizing their Go-to-Market for the new digital era and the question about how to start the digital transformation conversations comes many times. I liked this slide shared by Sanjay Poonen, COO VMware at VMworld 2017 opening keynote and thought it may be helpful to many of my solution provider friends in the field. This slide may be very helpful for all your sales reps in the field who are having digital transformation conversations with the customers. Thank you @spoonen for sharing your wisdom at #VMworld.

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Topics: digital transformation, IT Resellers, Go-to-Market, IT Solution Providers

Dell has ambitions to be Number 1 channel company in the industry

Posted by Anand Raj on May 18, 2017 3:52:52 PM

With the first wave of internet, we all know that Dell pioneered the direct model and revolutionized the PC industry. But the internet is changing again. During the first wave of internet, companies like AOL, Microsoft, Cisco, IBM and many others were building the on-ramps to information superhighways. Companies like Google, Dell, Apple and Amazon were taking advantage of these new information superhighways by simplifying legacy business models. Steve Case, the Founder of AOL has a great book on this topic and I highly recommend it – THE THIRD WAVE.

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Topics: IT SMB Channel, digital transformation, IT Resellers, Go-to-Market

Top 9 New Product Announcements at Dell EMC World 2017

Posted by Anand Raj on May 8, 2017 4:25:10 PM

Digital Disruption. Digital Opportunity. Digital Future. Digital Ambition. Digital IQ. The key theme is Digital. What is your digital story?

One thing is sure that with these 9 BIG product announcements at #DellEMCWorld , Dell EMC innovation engine is live and accelerating! Good for the digital world and great for Dell EMC Partners! Loving it! Thank you Dell EMC and thank you Michael Dell.

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Topics: Hyper-Converged