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Paul Cronin

Making managed services work


WESTMINSTER, Colo.—Once you make the decision at the management level to sell managed services, how do you get your sales staff to follow through?

Advice from PSA-TEC 2011: Embrace change


WESTMINSTER, Colo.—What’s the biggest challenge for independent integrators today? According to Bill Bozeman, “it’s not the need to learn the latest and greatest technology,” and it’s not learning how to sell better or more efficiently. Rather, it’s understanding how to run and adapt their business models so they can run profitable businesses.