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Growing and Managing Your Prospect Pipeline

Derek Brown — Thu, 05 Feb 2009 04:39:13 +0000

In my last blog (What Should Marketing be Doing Anyway?) I introduced the concept of a Client Creation Factory and discussed the three stages of building that factory – understanding the first stage (your Prospect Pipeline) is key to building a productive and healthy factory that yields increased revenues.

Your pipeline is your identified opportunities for future revenue. It’s a…

Virtualizing Your IT Service Business

Frank Coker — Wed, 31 Dec 2008 19:37:32 +0000

In the past 6 months, 71% of IT service companies (MSPs, VARs, and other IT service providers) surveyed by CoreConnex have continued to grow in spite of the global economic down turn. Of these growing companies 80% continue to show healthy profitability. All evidence shows that the economic down-turn is good for IT service businesses.

As we look closer, we…

What Should Your Marketing be Doing, Anyway? (1 of 4)

Derek Brown — Mon, 03 Nov 2008 18:05:05 +0000

Many VARs, MSPs and IT service firms know at some point they need to market their services, but often ask themselves, “What should marketing be doing for our business?” While the common thought might be something nebulous like “building awareness” or perhaps “generating leads”, the truth is many companies like yours struggle to get this right.

I’ve always liked Peter…

Client Portfolio Basics: The Client Portfolio Concept (1 of 3)

Frank Coker — Fri, 17 Oct 2008 21:20:42 +0000

Overview
The term “client portfolio” gets used a lot, but the real power of the concept is usually lost. The portfolio concept is actually a very rich way to understand the value and opportunities in your existing list of clients. It takes time and effort to do a full portfolio evaluation but it can make a big difference in how…