Can Being A Thought Leader Drive Sales?
Operating as a VAR or MSP is inherently unique, bringing with it an unconventional set of challenges. One of those challenges is positioning yourself as a trusted advisor.
Our research shows expertise is the top criteria buyers use when selecting a firm, and that makes sense. Today’s professional services environment is very crowded — so much so that even if we are different from our competitors the rest of the world doesn’t see it that way and they, the buyers, tend to see us all as offering a commoditized set of services. So, it’s become more difficult to differentiate around processes, methodologies, and the like.