The key questions in this post are derived from Philip Kotler’s seminal work on marketing management. 1. WHAT ARE THE MAJOR WAYS IN WHICH WE CAN GROW THE BUSINESS? This should be the main agenda on a marketer’s worry-plate, especially the one who deals with SMEs. Experience and observation inform that some of the […]
According to Gartner’s research published in April 2014, the worldwide ITO (Information technology Outsourcing) will consistently expand resulting in 5.9% compound annual growth rate from 2013 through 2018. Naturally, CIOs and ITPMs become the most important stakeholder in the decision to outsource their firm’s IT function. During the process of ITO, ITPMs prioritize their buying […]
The purchasing cycle for IT consulting can be divided into two segments. The first is with reference to the targeted persona within the IT consulting firm, and the second is with reference to the thinking process that goes before the purchasing decision is made by the Chief Information Officer (CIO) or IT Project Manager (ITPM). […]
Most people in the IT Services Sales industry are not intimately aware of the value of their work to their consulting firms. Its no surprise then that most are under-compensated or sell themselves short. Here are a few things that they won’t normally tell you (or things they do tell that aren’t entirely true) 1. […]