Although many IT resellers still make money the old-fashioned way – selling products, there are some who are already getting the hang of selling services. The approach of one such reseller to services sales and marketing decisions reflects a deep understanding of the underlying fundamentals acquired through direct customer interaction.
Technology Specialists (
www.tspec.net) is a small integrator based in Fort Wayne, Indiana. They offer managed services, network integration and consulting and run about two million dollars in sales annually. The founders’ backgrounds include no formal management training.
