Sales Technology

September 27, 2011

Empower VARs during the Sales Cycle

When working with the channel, Value Added Resellers (VARs) in particular, do you provide the tools and training necessary to ensure VARs know what the “V” is in your […]
November 3, 2011
Tom Fedro

Challenges in the Channel

It seems like the easiest thing in the world. Create a brilliant product and have others sell it for you. Use a sales base that already […]
January 3, 2012

Tips for Developing Life-Long Clients

Like a good friend, great sales professionals continue their customer relationships long after the sale has closed. This is especially important when working in a Business to Business (B2B) software sales enironment.
October 25, 2012
Tom Fedro

Retaining Employees during Tough Times

At Paragon, we strive to ensure our employees know they are valued. With so much negativity in the economy, employees can become nervous about their own income…they […]
January 21, 2013
Tom Fedro

Got Value Added Resellers?? Use the White Glove Treatment

To be successful in the channel a technology vendor needs to provide its channel partners with not only top-notch products, they must offer the “white-glove” treatment. […]
August 2, 2013

Science and Technology and Business

  By Tom Fedro You probably think this post is about science, but it’s really about business.  However, I think businesses that run best run according […]
September 25, 2013

Competition, Cooperation, and Dell’s Cloud Strategy

By Tom Fedro It’s not too much of an out-of-the-box strategy to position a company in such a way that partners handle non-core activity.  Really, the […]
December 11, 2013

Taking Ownership Instead of Taking Offense

By Tom Fedro Let’s face reality.  When we’re in the midst of translating a vision into reality, we have a great deal riding on it.  Naturally, […]
July 2, 2014

Successful Exits

  By Tom Fedro Most of us have the dream, right?  We imagine taking our company public or selling it for a dramatic windfall.  A great […]
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