Three Steps To Ensure Your MDF Allocation Drives Growth in 2015

Posted by John DeSarbo on Fri, Jan 23, 2015

In this first article of a two part series, ZS Principal John DeSarbo and Semdrive Executive Vice President of Sales Darren Yetzer look at changes in IT buyer behavior and the need for vendors to modify their strategies accordingly. "Three Steps To Ensure Your MDF Allocation Drives Growth in 2015” was originally published by Channel Marketer Report on November 11, 2014.


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Sales is (Becoming More of) an Inside Job

Posted by Kyle Heller on Wed, Jan 07, 2015

ZS_REALITY_WORKS_ISR_EXECUTIVE_SUMMARYAt a 2013 Inside Sales Virtual Summit, one speaker noted, “Prospects now participate in sales presentations via Skype, web conferencing and video. These tools are quickly catching on and overtaking face-to-face visits and traditional meetings, which are expensive and too time consuming for busy buyers. Inside sales will soon surpass field sales.” While that prediction was made a little more than a year ago, the market seems determined to make it a reality. In fact, a recent study by ZS and Reality Works Group, “Outside In: The Rise of the Inside Sales Team,” found that 40 percent of large technology companies plan to increase their inside sales headcount by 2016. So, what’s driving that desire to change?


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Win an Unfair Game With Analytics

Posted by Ashish Vazirani on Wed, Oct 22, 2014

I’m a Major League Baseball fan and October is the most exciting part of the year (particularly when my team makes the playoffs). Baseball has been transformed from a game dominated by intuition, experience and a few metrics to one where analytics have leveled the playing field, and helped teams in small markets, with low payrolls, identify talent and compete with their higher-payroll opponents. The Kansas City Royals, who rank 19th out of 30 teams, are an excellent example. You may have read “Moneyball: The Art of Winning an Unfair Game” by Michael Lewis or seen the movie The book outlines how a forward-looking general manager, Billy Beane, embraced analytics to make the Oakland Athletics a perennial competitor. Some view this as a baseball book, but most recognize that it’s a story about business and an astute leader.


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Trying to Scale Your SMB Cloud Channel? Start With How Customers Choose Resellers

Posted by John DeSarbo on Fri, Oct 17, 2014

Small and medium businesses (SMB) have been buying technology-as-a-service since the Application Service Provider boom of the late ‘90’s.  While the ASP market implosion that followed bore a close resemblance to the Dutch Tulip Mania boom of the 1600’s, the idea of selling IT to SMB customers “by the drink” lived on, even if the early IT-as-a-service providers faded away. 


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