Computer Consultants Secrets ™

The 2006 Product of the Year special report for the computer business, developed by CRN points to software and hardware that determined the standard for technology this past year.  This computer business list was created by the CRN Test Center that retested both recommended and updated products in 10 different areas.  

The common denominator of these computer business products is their flexibility and ability to help solution providers within the computer business design, configure and customize systems.

Web Development Tool

Stylus Studio 2007 XML Enterprise Suite from DataDirect Technologies won this category with two powerful tools, XML Pipeline and XML Publisher.  Pipeline is a set of XML operations that provide control over data transformations, whereas Publisher helps create XML solutions without any coding.  This computer business tool’s map diagrams allow users to manipulate a variety of data sources.

Computer Business:  Security Software

Astaro’s Security Gateway acts as a virtual appliance, allowing partners to offer benefits that resemble those found in an integrated appliance without the need for extraneous hardware.

Networking Hardware

FileEngine from Server Partners offers an on-site server appliance that can be managed remotely and treated like an SMB service.  This product provides the ability for profitability.  This product combines Linux, open-source software and the Pentium 4 platform and offers no hidden costs.  It can be replaced every few years and the contract renewed.

Storage

Intel’s SS4000-E offers a plethora of custom options for solution providers to create NAS units or white-box NAS solutions across the board.  This storage option wins accolades for its fitness in the small business arena.

Application Development Tool

Compuware’s DevPartner 8.0 offers an option for developers that work with .Net.  This system simplifies .Net without getting rid of features and can help with debugging.  It is better than Microsoft Visual Studio and has been said to be easier to use.

Computer Business:  Imaging

Minolta’s Magicolor 7450 is a color laser printer that offers great image quality and paper handling at only $2,999, an excellent deal for a large-format color laser printer.  It is at its best when used for high-volume jobs.

Notebook

The Hewlett-Packard Compaq NC6400 offers many different configuration options and price points.  It is supported by a strong channel program that can help VARs sell and earn when offering it as part of their solutions.  The notebook series can be created with 512 Mbytes, 1 Gbyte or 2 Gbytes of RAM and can feature SATA drives that go from 40 to 100 Gbytes.

Applications Software

Microsoft Exchange 2007 features an update to Exchange 2003 that spreads out jobs across a set of roles-based servers.  The product is based on modular architecture and helps create a more reliable experience and improve administration options for VARs.

Operating System

Microsoft Vista Enterprise Edition took the prize in this computer business category.  This product has been controversial but brings new features to the table for solution providers.  One of its most notable features is its Aero Glass interface that gives it an aesthetically-pleasing look and makes it very user-friendly.

Computer Business:  Server

SuperServer 5015M-MR from Supermicro Computer in California offers a small server that can support dual-core technology.  This server is an inexpensive and smaller alternative to blade servers and allows for lower-cost, lower-space server.

For more bests of 2006 in the computer business, please see the provided link.

Blogged By:  Computer Consulting 101

You have to get in touch with the right person when making IT sales calls.  Often-times getting in touch with the key contact in a company during sales calls means exercising a great deal of creativity, but most importantly being respected and known in your community for a successful IT sales person.  

Getting past gatekeepers within companies is not easy, but certain techniques can help make it more possible.

Cold IT Sales Calls

Most gatekeepers will only take your name and number and probably will express a lack of interest in your services.  This happens most often during cold calling, so you should probably implement some new IT sales techniques to improve your chances of getting new clients.  If you’re going to use cold IT sales calls to build demand generation activities, you have to get past the gatekeeper to get to the next step.

Methods for Getting Past the Gatekeeper

1.    Call before or after the gatekeeper leaves.  You can expect them to be on a nine-to-five, eight-to-six or eight-to-four schedule.

2.    Send an e-mail.

3.    Send a fax.

4.    Send a letter.

5.    Send a postcard.

6.    Send a Fed-Ex marked “personal and confidential.”

Unfortunately many of these IT sales call strategies have been used by many people for years, so you may not have success with them.

The Ultimate IT Sales Strategy

The best way to get past gatekeepers is to become a known expert within your community.  Get to know power brokers like local accountants and solution providers in deep niches, speak at events, hold seminars, volunteer and invest quality time in network-building activities.  When you get a reputation within your community for being an expert and someone known, liked and trusted you will have better luck with IT sales.  

Blogged By:  Computer Consulting 101 Professional Kit

Recently EMC named the head of its partner program for channel parters, Pete Koliopoulos.  Formerly vice president of global channel marketing, he will run all of EMC’s channel programs on the heels of the departure of John Koury who was previously vice president of worldwide channel marketing.

Koliopoulos was running EMC’s software channel programs until spring when all channel programs were shifted into one program.  Koliopoulos says the transition was fairly seamless; solution providers will be asked to sell both hardware and software solutions.  He believes that having one partner organization to talk to solution providers will make it easier for them to work together and deliver services.

Since the shift of the solution providers program, partner revenue registered under EMC’s deal program rose 30 percent in 2006 when compared to 2005.  EMC solution provider using incentives to get customers to combine hardware and software sales experienced a 35 percent growth in sales in the first half of 2006.  

Koliopoulos noted this would be the last major change in the solution providers program for a long time.  The goal for EMC is to make programs as simple as possible to help increase business.  However, there will be slight changes designed to make the transition process simple for solution providers.  For example, EMC will provide training to solution providers for data protection software obtained from Kashya in May and will help make other applications more accessible and easily-learned by partners.

For more details on EMC’s program for solution providers, please visit the link provided.

Blogged By:  Computer Consulting 101 Professional Kit

Direct mail postcards are a great IT marketing technique because they provide you with a chance to catch someone’s attention.  Because they are already opened, they will not just get tossed in the trash.  Direct mail postcards are less expensive than other types of direct mail so they’re easy on your IT marketing budget as well.

How can you use direct mail postcards as part of your IT marketing campaign?

IT Marketing:  Target!

You want to target a very specific group when sending out direct mail postcards as part of your IT marketing campaign.  Don’t sent to a couple thousand area small businesses and hope you will snag one of them.  For example, if you have specialty with accounting offices, speak to the hot buttons of a partner or an office manager in an accounting office.  Make your expertise known and target the recipients of your IT marketing campaign!

Direct Mail Postcards Help with Relationship IT Marketing

Direct mail is not intended to seal any deals.  You will not get a huge contract because of a direct mail postcard, because relationships that bring real benefits take a long time to grow.  IT marketing postcards should generate a response and get people to take interest.  Once you get interest, you can foster the opportunities.

You want to lead prospects to events like seminars where you are gathering groups of people with similar interests.  You can also lead prospects towards free reports or free needs analyses as part of IT marketing campaigns.

IT Marketing Postcards:  Be Timely

You need to give a sense of urgency to those targets of your IT marketing postcards.  If you don’t set deadlines, prospects might file your ideas away for six months or for emergencies.  IT marketing postcards are a way to open up the opportunity for people to like, know and trust you and the best way to do this is to get one-on-one contact or one-to-group contact that allow them to see what you do and how they will work with you.

Blogged By:  Joshua Feinberg

Cisco is planning to add 3,000 solution providers to its partner program over the next few years to get ready to deal with the boom for small and mid-size businesses in need of IT consulting services.  Currently, Cisco has 3,000 global solution providers in its SMB Select channel program for partners dealing with small businesses.  This plan to double its ranks over the next two-to-three years was announced by Keith Goodwin, senior vice president of worldwide channels at the company during the Cisco C-Scape Global Forum 2006 conference.

Goodwin says the plan comes as a reaction to the need to build capacity to take full advantage of the SMB opportunities that are expected to continue to increase in coming years.  Cisco wants to build solution provider capacity in relationship to the number of partners and the amount of revenue each partner brings in during specific periods.

The recruiting will focus on Cisco partners that work with distributors, and will involve an enhanced specialized training program for specific solution providers along with greater incentives and a building of systems and processes.

The SMB Select program was developed in the U.S. in 2004 for solution providers working with small businesses with less than 500 users.  Cisco will add new tools to make sure solution providers can continue to grow with SMB accounts.

In conjunction with this solution providers program, Cisco intends to work on its consumer/small business-focused Linksys division by building investments in 2007.  Linksys will help add to the new programs for solution providers and also is itself looking for executives to fill two new positions – a worldwide channel lead and a worldwide service provider lead.

Linksys is also planning to add more certifications and specializations with its technology starting in approximately three months.  It will also create a much more defined program for solution providers and customers to help them migrate from Linksys platforms to Cisco products as the two segments work to build congruency between their partner programs.  

Linksys, like Cisco intends to recruit solution providers into its own channel, especially those that are capable of dealing with very sophisticated technologies.

Blogged By:  Computer Consulting 101

IT audits are a typical request after big news about IT disasters.  Current events present a great opportunity to ask customers about a back-up plan that includes virus protection and other important items during IT audits.  

Your marketing efforts can be helped by worms and viruses, especially when these issues are mentioned in the news.  Your targeted small business might even have felt the consequences, which gives you a great opportunity to get sales.  Customers and clients will more deeply realize the need for power protection and shutdowns, along with backup generators.  And virus clean-up and security will really get them thinking too, which gives you the perfect opportunity to conduct IT audits.  

IT Audits:  Devise a Marketing Plan

You should compile a fixed-price IT audits package that you can really deliver.  Go in with an inventory checklist and talk to customers about system security, their plans for virus protection, license status, update status, what firewalls look like and how they are keeping things up-to-date and running smoothly.

Most new small business accounts will present you with a really great opportunity for cleanup.  Because businesses typically feel they are better protected against viruses and security than in actuality, most have real issues with which you can help.  IT audits might reveal that all antivirus software is two years old or more, which then gives you the chance to prove yourself and get valuable clients.

The Importance of Data Backups

A lot of prospects will not know much about data backup and might even tell you what they think you want to hear when asked directly about it.  Typically, small business data backup items are not current if the businesses don’t have a good tech staff or regular provider.  IT audits are the time and opportunity to think about these things.   

Opportunities with IT Audits

 IT audits give you a real chance to uncover weaknesses and put together a plan of attack for helping small businesses get organized and improve efficiency.

Added By:  Joshua Feinberg

Computer consulting services firm Novell, Inc., a seller of popular networking software and computer consulting services experienced a loss Wednesday when its stocks fell 5.4 percent.  This drop in stocks was the result of inaccurate sales estimates in the fourth quarter.  

Computer consulting services firm Novell’s stock shares fell 34 cents and closed out at $5.99, according to the Nasdaq.  In total, stock shares have fallen 32 percent this year.

Sales for Novell also declined 15 percent compared to the previous year.  Reported sales were $244.99 million in the period that ended October 31, 2006.  Analysts say the computer consulting services firm’s sales should have reached $261.3 million based on a survey earlier in the year.

Approximately one-third of Novell’s 5,200-staff person work force in Provo have predicted that the fiscal 2007 revenue will reach $945 million to $975 million, which is less than analysts’ predictions of $999.8 million.

Fourth quarter sales for the computer consulting services firm dropped for the fourth quarter in a row, partially due to Linux’s failure to recover from falling sales of old products.  Novell remarked that the results are only preliminary, and stated the company would be reviewing stock option grants before the year’s end.  

Added By:  Computer Consulting 101

In order to be successful with IT sales, you can’t give away services and products for free.  Research to make sure a client is someone with whom you can work before you move to IT sales.

An IT sales call can’t be an extended free consultation.  You’re not there to answer countless questions for free and show your certifications, prove your technical expertise or display your brain power.  The purpose of a first IT sales call is to figure out if you can work with the prospect for the long term.  

IT Sales:  Can You Work With this Prospect?

You need to make a big part of the IT sales call determining if the prospect is a good fit for your company, and specifically that the client resembles other good clients you have.  By this time you’ve already asked important questions about size and platforms.  You are looking at personalities and good chemistry to go to the next IT sales step.  

Spend an hour or so figuring out a prospect’s needs and giving away some limited advice for free.  But, be prepared to stop it at that point and start talking about IT sales, typically by proposing an IT audit or a tech assessment.  Move from free to fee!

Free in IT Sales Will Not Equal Success

If you don’t stop offering things for free, you will not earn a profit.  You have to draw the line or small businesses will keep asking you for free advice that will never end in IT sales.

What Service Do You Want to Sell Them?

Don’t give away the store.  Determine your client’s needs now before you go on the IT sales call.  Think about how you can solve problems and be prepared to sell something concrete for a fixed price, like an IT audit or a tech assessment.

Blogged By:  Computer Consulting 101 Professional Kit

The two computer businesses, Compushare, Inc. and Computer Business Systems, Inc. announced they signed an agreement to merge their companies to expand their ability to deliver community banking services throughout the state of Illinois in the U.S.  Compushare is a company that provides solutions for community financial institutions and CBS is a service provider working with small banks to fulfill IT needs.

The financial details of this new merger within the computer business have not yet been stated, but the merger is the result of the need for consulting companies to respond to the demand for service by under-served banking associations and banking user groups.  Banks throughout the U.S. have expressed the need to outsource service providers that can help with technology integration and compliance issues and programs as part of their IT plan.

Many regulators and compliance officials continue to raise the requirements for technology management, particularly for smaller banks and have had a difficult time finding the right level of expertise.  The merger between these two computer businesses, Compushare and CBS will bring new levels of IT services to the table.

Compushare, based in Orange County, CA has merged previously with a direct competitor, Garrison Security Services of Austin TX.  The merger with CBS marks the third in two years as the business expands.

CBS welcomes this merger, stating the demand in the Chicagoland area has grown as compliance requirements on community banks has increased, and it is excited about having additional resources to meet the demands.

According to spokespeople, this merger in the computer business has been in the works for nearly three years.  

Added By:  Computer Consulting 101 Professional Kit