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No solution provider chief executive spends more time in front of clients than MSI Systems Integrators' Jim Simpson. "In the last two weeks, I have seen 15 clients," said the former IBM salesman in an early morning phone call. "It sounds a little corny, but we really execute on our values every day and one of those is dedication to the client," he said.
Since becoming president in 2001, Simpson has transformed MSI, Omaha, Neb., from just another hardware reseller grappling with margin erosion into a world-class solutions company. The backbone: nine technology enablement centers where MSI holds free whiteboard collaborative briefings tailored for each client. You heard it right. Free. That's all aimed at developing the right solution for the right client before the first dollar is spent.
MSI's briefings result in a solutions sales close rate of more than 80 percent, propelling it to astronomical growth.
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