Once upon a time – a case for buyer experience and empathy to fuel growth

Posted by Anand Raj on Jul 16, 2018 8:03:43 PM

How do we deliver a unique buyer experience and how do we convert the buyer experience into revenue. This ancient Chinese Rice Merchant story captures this well.

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Topics: Buyer Moment, Tech Go-to-Market, IT Solution Providers

Tech Trends and Inspiring Quotes from Dell Technologies World 2018

Posted by Anand Raj on May 10, 2018 12:50:53 PM

This post contains the tech trends and quotes from many great leaders in our industry on the topics ranging from AI, ML, Blockchain, VR, Software-Defined, Cloud, Modern Data Center, Edge, Digital Transformation, IT Transformation,  Workforce Transformation, Security Transformation and much more.

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Topics: Tech Buyer Journey, IT Solution Providers, Michael Dell,, Tech Go-to-Market, IT Resellers

Selling Cloud? 6 key must-have attributes for a multi-cloud strategy conversation: According to Jeff Clarke of Dell Technologies

Posted by Anand Raj on May 3, 2018 12:02:07 PM

At Dell Technologies World 2018, Jeff Clarke, Vice Chairman Product and Operations of Dell Technologies, shared these 6 key must-haves attributes for a multi-cloud strategy. As a IT Solution Provider, you can bring these attributes to your cloud strategy conversation. Thank you Jeff for sharing your wisdom to power up customer businesses and Making IT Real.

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

VIRTUAL CLOUD NETWORK – According to VMware CEO Pat Gelsinger

Posted by Anand Raj on May 1, 2018 11:57:00 AM

Dell Technologies World 2018 is on. Here are the key highlights on the Virtual Cloud Network

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Topics: VAR, Tech Go-to-Market

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

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, Go to Market Platform for IT Resellers,, Tech Go-to-Market

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