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Sales

ChannelE2E offers sales and compensation guidance for managed services, cloud services, CSPs, MSPs, VARs, ISVs and technology partners in the IT channel.

MSP Pricing Model With Full Cybersecurity Services: $250 Per User Per Month?

ConnectWise CEO Arnie Bellini organizes MSP technology and cybersecurity services into three tiers with suggested pricing of $125, $175 & $250 per user per month. Here’s how.

Customer People

Kaseya Sends Qualified Unitrends BDR Customers Directly to MSPs

Kaseya says it has built a system that directs Unitrends BDR (backup and disaster recovery) customers to MSPs. Is this really easy money for partners?

Sales and Service Alignment: Four Steps to Success

Address these four points to support your customers throughout their sales and service journey. Plus, where artificial intelligence & automation fit in.

What’s Your Value? Chew On This

Selling is a lot like baking. When you do it well, your clients want more. Prospects want to buy from you. Here’s how.

Puzzle Pieces Globe

Product vs Solution Selling

You know the line: “Customers want solutions not products.” But what does that mean to your sales team? David Brock offers some details.

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How to Leverage Data to Drive Lead Conversion

In order to drive leads based on previous revenue obtained, it’s important to understand where you found the leads that turned into customers. Channel Maven Consulting’s Heather K. Margolis explains how.

Do Customers Really Have a Buying Process?

Can we really align sales process with our customers’ buying processes. David Brock from Partners in Excellence offers a reality check.

Zendesk Acquires Base: ITSM Meets SMB Salesforce Automation Software

Zendesk acquires FutureSimple Inc. and Base, a small business salesforce automation software platform, CEO Mikkel Svane confirms. The move further blurs the line between IT service management (ITSM) and sales team automation.

Got the Right Sales People on the Bus? Two Tools Can Help

Here are two basic tools to get the right sales people on the bus and in the right seats. Plus, how to develop their capabilities to perform at the highest levels possible. David Brock explains.

Do Customers Really Want A Frictionless Buying Experience?

In the absence of this friction, we might never move forward. That includes the customer buying process.