Guide To Selling To Midmarket Companies

What does it take for solution providers to sell to midmarket companies?

That’s one of many questions that were on the minds of solution providers who attended the recent Midsize Enterprise Summit East in Indianapolis, sponsored by CRN and IT Best of Breed’s parent company, The Channel Company.

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If you’re a solution provider looking to generate more revenue from midmarket firms, here's some advice from someone who has been on the other side of the table.

Jim Noble, a former chief information officer and now CEO of The Advisory Council, a Salem, N.H.-based nonprofit organization that supports the IT profession, advises solution providers to know what causes the IT organization's leader to lose sleep at night, and don't say anything that will insult him or her.

"Do your homework.Make sure you understand what's happening in that company," he tells IT Best of Breed. "Show them that you've made an effort."