If you are currently a service provider selling IT-as-a-Service, there are multiple “traps” to avoid to ensure the success of your business. This discussion offers you steps on how to keep from falling into these. Focusing on the needs of customers is critical to keep from over-committing and under-delivering. Since “Cash is King,” focusing on those needs also allows you to steer clear of sinking huge capitol costs in business models that are not well-researched. Embrace change when it’s based on your customers’ needs to take the lead in the market, and be sure your sales representatives successfully reflect that!
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