organizations

What to Do About Barnes & Noble?

July 9, 2013

Barnes & Noble is in decline. Best Buy and JC Penney's and Sears/K-Mart too. I don't think that it is just about brick-and-mortar. I think it is about strategy and pivots.

Posted in Marketing, organizations

1099 vs w2 is Value Versus Time

July 8, 2013

First, I want to say that there is a big difference between a 1099 contractor and a W-2 employee. That I will explain here with help from the IRS publications. Then I will posit that today, when we hire skills, we are hiring not for time but for the value or the outcome. Management just hasn't caught up yet.

Posted in organizations

Different Channel Partners Means Varying Obstacles

June 30, 2013

Whether I am working with an ITSP (Hosted VoIP provider) or a cloud video conferencing company, the one thing I can count on is that the channel partners will all have different business models.

You can put them in buckets generally, but the fact is that each business model is a different problem or obstacle.

The telecom channel is based on the agent model. Sell our stuff, we pay you a commission, we bill and support the client.

Posted in VAR, agents, channel, msp, organizations, sales and selling

So You Want an A Team

June 24, 2013

Lots of talk about hiring A Players. Companies have extensive lists of requirements now for every position - to the point that the candidate doesn't exist in real life.

Let's try to remember that many of the talents, skills and even positions available today did not exist even 7 years ago!

That said, you realize that to build an A Team, you have to become a coach and manager?

Posted in organizations

Musical Chairs Won't Ungum the Works

June 24, 2013

There are always personnel changes but lately it looks like it has accelerated.

Level3 and its channel head, Mike Jerich, parted company.

MegaPath and its channel head, Eric Beller, parted company. Beller is at Sandler Partners.

Posted in organizations

9 Years Ago

June 5, 2013

In May of 2004, Seth Godin asked a question:

Five years from now... Assume that: Hard drive space is free. Wifi like connections are everywhere. Connections speeds are 10 to 100 times faster.

Posted in Marketing, organizations, telco

Level3 Channel Chief Steps Down

May 28, 2013

A memo went out to channel partners this evening from Karl Strohmeyer, GVP, NA Enterprise Sales at Level(3) that Mike Jerich was leaving L3.

"Partners:

It is with mixed feelings that I announce Mike Jerich is leaving Level 3 to pursue an outside opportunity. I say "mixed" as he has shown great leadership integrating and building the program to what it has become today; however, he has an opportunity to further expand his career. I appreciate the strong commitment and expertise he has delivered and wish him all the best in his new chapter.

Posted in channel, organizations

10 Lessons from Volleyball, Part 2

May 23, 2013

Part 1 of the 10 Business Lessons from Volleyball can be found here.

In volleyball, the only play you control yourself is the serve. See that post here. Best female server in the world now is Logan Tom.

Posted in communications, organizations, sales and selling

Do You Need a Coach?

May 20, 2013

"Everyone needs a coach!" That is how Bill Gates starts his TED Talk. We talk about gamification. What we really need to do is treat business like sports. Hey, the NFL is seeing record revenues, which means they must be doing something right.

Posted in organizations

10 Lessons from Volleyball

May 20, 2013

I've played volleyball for over 25 years. I have traveled around the US to watch the pros live - both indoor and outdoor. I have even gotten to train with a couple of the greats (like Misty May and Karch Kiraly). There are at least 10 lessons I have learned in volleyball that work in business.

Posted in organizations

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