Let’s face it; your end-user doesn't know or care about the difference between eccentric industry tools that you're currently using. So why bring it up in your sale pitch? It has been our experience that most end-users would find value in working in a problem free environment where they experience 100% uptime. So how do you build value around your core offering and create a problem free environment?

Howard Podgurski comes from a strong technical and sales background. He has been successful in building an effective and efficient business practice focused on providing a high level of service in the IT industry since 1985.

Howard explains that it took a complete transformation of his business culture in order to implement effective strategies for deploying managed services. He's going to share how he effectively used the “best practice assessment” to get a more clear understanding of his customers needs. He will share how he uses strategies that center around “runbook” creation to effectively manage his project-based work. Also he will share how using managed service technology has impacted his communication with vendors.

How do you hire the right salesperson to sell managed services? One school of thought has been that you would continue to use your existing sales force. Another way of looking at this would lead to bring on a new fresh, unseasoned sales professionals that you would train from the ground up on how to sell managed services. Which way do you think is most effective?

The focus of this conversation is to emphasize that managed services is not so much about the tool that or you are using as much it is it is about the people and process and how having an external force like Do IT Smarter can help transform your organization more effectively.

VAR to MSP in 30 Days or Less:http://www.echannelline.com/canada/story.cfm?item=DLY022708-4

For more information on how to become a partner with Do IT Smarter go to www.doitsmarter.com or call 858 751 2247 .

Blog http://informationtechnologyblogcast.blogspot.com/

Information Technology Podcast 2008

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