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Question to Large Business Owners/CEOs


Question to Large Business Owners/CEOs

Old 06-10-2015, 12:10 PM
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Default Question to Large Business Owners/CEOs

I work for a mid size IT company that hosts Cloud Services. Right now I am a consultant so I do not push sales or anything just assist with implementation and give advice.

I get an email every now and then from our sales team saying we can get a large bonus for referring channel partners. My question to you guy's is how are you approached and how is that even possible for a small fish like me to find someone in a company that could make that decision? Like our sales team gets prospects from our other MBU's that refers them to us. To get someone out of the blue seems impossible/ very hard. Am I wrong? We are talking significant bonuses.

And to piggy back we are not your run of the mill cloud provider, IE Rackspace, dropbox, or Microsoft Azure. We are specialized in private cloud/ hybrid.
Old 06-10-2015, 06:34 PM
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I looked at this post earlier and thought it would get some action from the large business owners. I guess not.

So here's my take as a small business owner- to me large or small its about relationships. Sounds cliche I realize but these days more than ever I believe it's who you know. Whether it's a referral from a client, time spent fishing or playing golf or whatever, this is how you get in the door. I get calls, emails from salespeople every single day. All day. I don't talk to any of them becuase my needs are being met and I have a good relationship. I do keep all of their information in case I need it.

In your case as a consultant I would be damn sure you are the best consultant they ever had, word will travel and doors will open, relationships will develop.
Old 06-11-2015, 06:52 AM
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To add to the above:

You are correct in believing that "to get someone out of the blue seems very hard". The email is basically fishing/asking all employees to think about their own personal network (of people, not the computer type) and contacts to see if any leads exist in that pool. One never knows which employee's significant other, kids baseball coach, past school buddy, fishing partner, etc, etc is or could be looking for the service that your employer provides.

Most people ignore those emails because they immediately dismiss them as maybe you did - I don't know anyone like that and do not know how to find them.

If you want to go after the bonus, start by writing down a list of the people you know and do a little research on networking techniques. IMO, that would have a much greater chance of success than cold calling.
Old 06-11-2015, 08:18 AM
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I don't like the word cloud services that the industry uses.
Its really just a machine in a basement somewhere , set up and sold as time goes by to lower and lower bidder,
yes we can do it for 5% les.

Off topic I know

worst was when local banks outsourced credit card merchant services to india , and terminal updates were done at night only.
we then found a LOCAL cc merchant services company

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