Who I Am
A seasoned marketing and sales professional turned writer with 25 years of technology experience. I’ve spent most of my career in the channel with a focus on consulting services and technology infrastructure.
What I Do
As Managing Director of Clear Sight Consulting, I leverage my sales and marketing expertise to create content such as white papers, marketing collateral, prospecting scripts, sales playbooks, and training materials to motivate your audience and empower sales people.
Your target audience will understand your message and be motivated to act. Your brand will be enhanced in the eyes of your customers and partners. Your key product people will be free to sell and support customers while I develop content for you.
Channeling the Cloud
No technology shift has impacted the channel quite like cloud computing. This transformation demands attention to business model, sales strategy, marketing tactics and a fundamental rethink of the value partners deliver to end-users. Not to mention a whole new dynamic in the relationship between the vendor, solution provider and their distributors.
Enter a new breed of partner. Born in the cloud. As well as savvy solution providers looking to pivot their business from transactional based models to building recurring revenue streams. Combine this with a large number of old guard solution providers contemplating retirement in the next several years and you have a market which is only at the beginning of a massive shift.
Many will say cloud spells the end of the solution provider. But those who believe this have missed how solution providers evolved and thrived through distributed computing, the PC revolution, virtualization and the evolution of storage and networking technologies.
In order to capture an unfair mind share, firms must talk to solution providers in the language they understand. Don’t talk products, talk value proposition and show them how to grow their business. Don’t talk speeds and feeds, talk profit they can capture by adding value to your offering. By developing a content strategy which speaks to the solution provider and gets their attention, you can cut through the clutter as your partners journey to the cloud – and to whatever is next.