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How to Ensure Your Practice is Ready When Opportunity Knocks

There’s nothing worse than the pain of replacing an employee. Or the worry of recruiting new talent to deliver on a time-sensitive project. And it can become downright difficult when the person you need to replace, or add, must possess highly specialized skills.

So what’s your strategy? Panic when your best networking engineer gives his or her notice? Miss an important deadline? Or plan ahead?

I like option No. 3, and I’m sure you do, too. However, I’m guessing running a successful consulting business means your plate is typically full. That said, I’m also guessing recruiting is a challenge, especially when you need someone “yesterday.”

But that’s okay. We have a solution for you. Read More »

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Are Your Social Media Efforts ‘Hit and Miss?’

I’ve been on a mission to determine exactly what keeps you up at night, and I think I’ve got it (at least one of the things).

When Cisco partners speak candidly about their marketing efforts prior to being nominated for Cisco mConcierge, I often hear the same words or phrases over and over. Reactive. Scattered. Hit and miss.  Hardly the harbingers of success. Read More »

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Collaboration Launch 2012: Cisco’s ‘Sweet’ Solutions Provide Partners a Competitive Advantage

Did you know that by 2016, two thirds of the world’s mobile data traffic will be video? And by 2020, 50 billion devices will be connected to the Internet? This is huge. Plus, the global cloud market will grow nearly 500 percent by 2020. For me, this means I get to communicate with bunches of new people!

For your customers, it means figuring out how to tap into this major shift to empower employees to engage in entirely new ways. It’s also about putting the collaboration solutions in place to help their workforces evolve from knowledge workers to next-generation collaborative innovators.

This transition presents an exciting—and profitable—opportunity for our partners. And Cisco just sweetened the pot with its launch of new products, services, and promotions at the Collaboration Partner Summit in Los Angeles.

Want to accelerate your collaboration sales? Find out what’s new. Read More »

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Cisco Partner Velocity: How to Create a Social Media Events Strategy

Why be social at events in the first place? I mean, don’t you have enough to do already?

In the second in Cisco’s Partner Velocity webinar series on social media, I covered social media’s role at events and how you can use it to achieve your goals, whether you’re looking to generate leads, drive attendees to your booth, or increase share of voice.

Creating an end-to-end events strategy means setting reasonable goals, using social listening to hear what people are saying, asking the right questions, creating an editorial calendar, and setting a cadence of activities leading up to and during your event. I shared how to build that as well as general social best practices and ways to encourage participation.

So for those who are dubious about this whole social media thing, there are quite a few benefits to creating a social strategy for your next event. Using Twitter, Facebook, your blog, and LinkedIn can help you bring customers to your booth, drive sales, increase interest in what you do, and get people talking about your company.

So how does it work? And how can you win a consultation worth US$2500 to help you get your social efforts off the ground? Read More »

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The Two Market Forces That Killed Solution Selling Forever (Part 1)

This post is the first in a series we’ll be featuring from David McNicholas, Director of Strategic Business Development at Comstor US. Comstor is a recognized global leader in Cisco product distribution and an established provider of networking and advanced technology solutions. David is a recognized keynote speaker in the field of the financial impact of technology, executive strategic selling and the creator of ERS (Executive Relevance Selling) – a Cisco endorsed program (more on that below). David has trained and consulted data center, contact center, customer service operations professionals and specialists, as well as Fortune 1,000 Executives all over the world on this methodology and discipline.

The world has forever changed and how technology must be sold has, too.  Solution selling is dead because the major foundational assumption of solution selling is that a budget exists. Now the VAR must create the budget. The two market forces that killed solution selling are the same forces that require budget to be created by the VAR.

So, what are the two market forces that killed solution selling?  Read More »

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