Computer Consultants Secrets ™

When you’re in the process of IT audits, you want to solve client problems.  What problems do they have, and what can you do about them?

Questions Will Get to the Needs Analysis

Ask lots of questions during IT audits.  What are prospects looking for?  You will find that their needs have not changed for a long time.  During the course of IT audits, clients will ask you for advice on purchases.  They will need to know what the best product and platform is for their companies, and what will give them the best value.  A needs analysis will give them the answers they want during IT audits.  Look at what they have for a few hours.

Also look at what products will work together.  Any average person can go to the store and buy random things, but only an expert can make these things work together.  Integration and customization are incredibly important, as it product management.  If you can coordinate things, all the better.

What Other Services Will Clients Want?

Your clients will want formal and informal training that includes end user training and administrator training.  They will also want you to deal with upgrades and coordinate with outside vendors for package installation.  They will look to you for network installation and maintenance.

IT Audits: You Are a One-Stop Shop

Clients are seeking a single point of contact.  They want you to act as a technology advisor that will give them the expertise of an accountant or an attorney, or even a managing consulting firm or marketing consultant.  IT audits can determine your role with your clients and customers.  

Blogged By:  Joshua Feinberg

Hewlett-Packard announced Tuesday that it would be improving its partner programs for solution providers, including those geared towards servers and mobile PCs.  The company hopes the new program will help solution providers better use new technologies and the opportunities they provide.

This announcement came from HP execs as part of the solution providers XChange Tech Innovators conference.  HP plans to grow its Value Big Deal special-pricing to include the brand new four-way ProLiant Servers.  This will take effect on November 1st.

Part of the new program for solution providers will also include increased work between HP’s direct and indirect sales channels that control mobile PCs.  The new programs, most particularly the ones involving servers will focus on protecting solution providers that register prospective deals.  

This is the second expansion of the solution providers program, the first happening a few months ago hen blade servers were added on top of enterprise storage and server products.

The goal of the program for solution providers is increased communication and to make it easier for HP and solution providers to compete against direct vendors, most particularly Dell and others.

Many solution providers have expressed interest in the program, even in the absence of real details about its contents.  The program will allow several resellers to be part of a deal solution providers register.

Blogged By:  Computer Consulting 101

In order to be successful at IT sales, you have to do homework on your client before-hand and figure out what they think their biggest problem is.  Once you find out what the problem is, you can give them a solution and make IT sales.

IT sales calls are no big deal if you are well-prepared.  Do background research and determine how urgent the clients’ needs are.  You can better your chances in IT sales if you can clearly identify clients’ biggest needs and be their IT answer.

IT Sales:  Is Your Client in Pain?

Get prospects to tell you their three biggest problems.  They may not be able to limit them to three, but you need to get them thinking and verbalizing.  Only when you have enough information can you create a tangible solution that will close IT sales.

IT Sales:  Do Detective Work

Being a prospect’s problem solution may sound easier than it is in actuality.  But if you know their problems inside and out, you are closer to achieving IT sales.  Ask questions that elicit reasonable and logical responses about issues.  Then think about how your solution can be the most cost-effective solution possible. 

IT Sales:  No One Likes Computer Problems

People tend to get heated when thinking about computer problems, and this can lead to frustration.  Don’t be intimidated by strong emotions.  You have to get to the core of the problem so you can recommend solutions that will help you close IT sales.

Added By:  Computer Consulting 101

IBM announced it will be building a new e-mail archiving appliance for those solution providers in the Microsoft channels.  The computer business will recommend the new appliance to solution providers within its partner roster and will help non-IBM solution providers as well as IBM-authorized partners.

Keith Norbie, a Minnesota-based solution provider and director of the storage division of Nexus Information Systems stated that the bundle is, in theory a great marketing strategy, but does not see it as a product that will lead to sales to solution providers and customers by Microsoft.

The problem, according to some critics is the lack of presence of IBM’s e-mail archiving solution on the market.  Only those solution providers within the small circle of in-the-know technology providers will know it exists.  The product faces stiff competition from Symantec, CommVault, Legato and Hewlett-Packard, companies that all already have e-mail archiving solutions available.

Still, other solution providers state that they like bundled solutions because it makes presentation to clients easier.  This particular bundle has a couple IBM software applications, such as the company’s CommonStore e-mail archiving software that allows users to more easily manage and search e-mail archives.  The appliance sports an upgraded version of CommonStore that allows for searches across mailboxes in entire e-mail archives.  While the e-mail mailboxes are secure from unauthorized users, a “super-user” can search across the entire archive.

The bundle also includes IBM Content Manager, which allows users to manage e-mail, along with the Tivoli Storage Manager that helps with better interfacing.

In terms of hardware, IBM is also adding its System Storage DS4200 Express array to the mix, which can be configured from 4 Tbytes all the way to 56 Tbytes of SATA drives.

Many more features are available as part of this bundled package for solution providers.  The new product is geared towards customers with 500 or more users and will ship early next year.  List price for the product is $53,000.

Blogged By:  Joshua Feinberg

There are three ways you can maximize the profits of your Small Business Server consulting profits.  In the past seven years, Microsoft Small Business Server (SBS) has become a very widely-used and well-respected networking suite.

Many small business computer consultants, systems integrators and VARs have decided to use Small Business Server; but before you decide to entrust your company to Microsoft Small Business Server, you need to think about some tips for maximizing your consulting profits.

Most small businesses don’t know a thing about Microsoft Small Business Server:  Even though you might know of hundreds or thousands of businesses in your area that would benefit from Small Business Server, don’t decide that your average non-technical small business owners knows what it is.  To maximize consulting profits and avoid being thought of as a commodity, lead off with a pitch for a more popular service, such as virus management, SPAM blocking or security boosting.  

Sell your company before your products to your prospects:  There is not big money in reselling Small Business Server software; the money comes from the sale of your relationships with small businesses.  Your company turns into an outsourced IT department.

No small business owner will be thinking constantly about Small Business Server, though they will think about what will happen if their companies experience system failures.  You need to be a solution to the basic survival instinct.  Once you have your foot in the door, you will have a chance to sell Small Business Server.

Microsoft doesn’t care about computer consultants as much as it says:  The truth is, the first version of Microsoft Small Business Server was planned in 1996 and launched in 1997, code-named “SAM” because Microsoft wanted to eliminate resellers and sell then product at “Sam’s Club” warehouse clubs.

The team in charge of Small Business Server made the product incredibly simple so that non-technical small business users could buy it at the warehouse club and have it running in their offices the same day.  After the first version shipped, Microsoft figured out that resellers were the best way to reach small businesses looking for Small Business Server.  Only since then has the product been flowing toward the reseller channel.  Still, today you can buy 5-user versions of Small Business Server in retail stores.

Microsoft isn’t banking everything on Small Business Server, and neither should you.  Small business owners are not shopping for Small Business Server specifically, rather for solutions provided by real and involved computer consulting companies.  

Added By:  Computer Consulting 101 Professional Kit

Computer business IBM recently opted to move one of its top executives, chief procurement officer John Paterson to China.  This move marks the first time the computer firm has decided to branch out with a division headquarters outside the U.S.

Computer business IBM, International Business Machines stated that Paterson will be based in Shenzhen in southern China.

The company sports 3,000 suppliers in Asia and the region comprises approximately a third of the firm’s overall purchasing.  This new transfer continues IBM’s trend to restructure after it sold its personal computer business to Lenovo last year.

Paterson stated that the demand for software and services skills such as computer consulting and others in the computer business is expanding worldwide.  IBM and other companies must develop new relationships with new partners and suppliers and work with current partners to help them increase their skills and practices in order to be able to compete in the marketplace.  

Blogged By:  Joshua Feinberg

Case studies and your website are important IT marketing tools that can help get your solutions across to prospects.

CASE STUDIES AND IT MARKETING

A case study is a beefed-up testimonial.  It typically will have a picture of the client involved and the logo, full name, address and other contact information of the client’s company.

A case study is simply a few short paragraphs explaining the benefits the client has experienced by working with your computer consulting firm over the course of several years.  Case studies are important IT marketing items and act as a promotion of your company, signed by the clients themselves.  For example, if you are targeting small medical offices and you have case studies relevant to these businesses, they will offer a powerful statement.

IT MARKETING AND WEBSITES

A website is critical for a computer consulting business in helping to further IT marketing techniques.  If you use content that communicates your goals and business plan you will leave clients with a strong impression of your company.  You don’t need to waste website space by advertising that you have the cheapest motherboard or other piece of hardware.  Focus on your solutions and solving your niche’s specific IT issues.  

For example, if you have three niches to target with IT marketing techniques, you can have a separate page for each.  The page should talk about industry-specific items and how your IT solutions solve these problems.  Tapping into this powerful IT marketing strategy requires knowing your niche’s important issues and also knowing software packages that will communicate your expertise.  This is the time you should drop software names if you have very specialized knowledge.  Have the benefits you deliver clearly displayed on your website.  

IT MARKETING:  YOUR WEBSITE AND SERVICE

Some of your website traffic will come from people you’ve connected with elsewhere; it acts as an inexpensive IT marketing technique that can replace glossy brochures.  The other part of your website traffic will be competitors looking for information.

Prospects should know immediately that you are focused on services when they get to your website, and should be aware that these services solve problems for very specific businesses.  This tip will help make your IT marketing efforts efficient.

Added By:  Computer Consulting Kit

Solution provider Skillweb recently announced it would complete its end-to-end supply chain solutions by acquiring DISTRiX, a warehouse mnagement and ERP solutions vendor.  Previously, Skillweb was known for providing mobile computer solutions for logistics and supply chain operations.  DISTRiX’s applications include warehouse management, inventory management, field service automation, bench repair/maintenance, processing of orders, relationship management with customers and many others.  The hiring and assembly line management function of DISTRiX will be added to solution provider Skillweb’s superior delivery and navigation systems by December, 2006.  

DISTRiX has proven steadily that its applications are perfect for high-volume businesses.  The warehouse module used by the company will help Skillweb deliver optimized solutions in warehouses and distribution centers.  DISTRiX will also bring prestigious clients to the solution provider, such as Pentax, Disruptive & Gear4 and many others and will be able to offer even higher levels of service to help companies remain competitive in the marketplace.  

Solution provider Skillweb has built a new development center for former DISTRiX employees and is planning new workshops, computer rooms and a demonstration area that will be built into its headquarters in the United Kingdom.

Workshops will include top-of-the-line repair services for clients’ mobile devices that employ the managed services of Skillweb.  Company spokespeople state that this new partnership of the two unique solution providers will help clients better handle delivery monitoring and offer a complete solution from the beginning to the end of the manufacturing, sales and distribution process.

Added By:  Computer Consulting 101 Professional Kit

Generating leads is the number one most important step in an IT marketing campaign and determines the future of your IT consulting company.  You need to be careful to whom you assign the responsibility of generating leads because the person in charge of this IT marketing task has to be responsible and supremely trustworthy.  Clients are not buying products from you; they are purchasing services, your personality, your reputation, word-of-mouth and referrals.  Because clients are buying so many aspects of “you,” you want your lead generation responsibilities to be the job of someone such as a spouse or a business partner.  

Personal Responsibility and IT Marketing

You can’t make personal service into a commodity, nor can you just delegate the responsibility of it to anyone.  In order to increase your IT marketing efforts, make contacts in the community and clearly inform people what services you are offering.  There are no short-cuts, so you need to delegate only technical parts of handling these accounts to other staff members.  

Being involved in virtual IT means you are the sole contact for your business and the personality behind it.  You want to make sure your IT marketing strategies stress that you are selling services and your personal assurance alongside your incorporated consulting services company, network support services, virtual IT services and all other elements.  Let people get to know you personally and do a lot of the work yourself so people feel a sense of security and continuity.  

Blogged By:  Joshua Feinberg

Computer business RealNetworks, Inc recently decided to get involved in the news delivery market by releasing the RealTime free desktop toolbar.  The toolbar acts as a news reader and screen saver that delivers personalized news information and images to the desktop.  The beta version of the tool was launched by the computer business on Monday.

The RealTime news tool works with all web browsers and allows users to subscribe to stocks, weather, personalized lifestyle information, news feeds and blogs with just a click of the button.  Information is pushed to the back of open windows on the desktop.  The screen saver function features rotating headlines joined by photos and images.  The computer business designed the product so users can easily click on headlines of interest when they appear.  

This service was made possible by partnerships between the computer business RealNetworks and the Associated Press, Reuters, Interactive Data, SmartMoney, Feedster and the Weather Channel.  The information provided by the news feed is current, accurate and relevant.

RealTime also offers editorial recommendations based on the data that streams to the desktop, allowing users of the computer business product to personalize it from the RealTime website or as he/she surfs the web.  As users visit favorite websites, such as ESPN.com or others, they will see whether the site provides a feed and will be able to add the feeed without interrupting work.

Added By:  Computer Consulting 101