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The 4 Stages of LAER: Where Are You?

In our last blog, we explored TSIA’s LAER model (Land, Adopt, Expand, Renew) and the steps organizations can take to become truly “LAER Efficient”.
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Jim Stockwell
Jim Stockwell
Renewals

All Categories

Dec 18, 2018

The Journey to Becoming a “LAER Efficient” Organization

A few months back I attended a TSW Vegas keynote session with TSIA’s President and CEO. I have been attending these events for several years and there have always Read More
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Renewals

Nov 26, 2018

Executing CX: The Do's and the Don'ts

Customer experience (CX) is the latest term making headlines in the channel in recent days, thanks to Cisco’s recent announcements around their transformation Read More
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Product Life Cycle

Oct 16, 2018

Delivering Device as Service (DaaS)

Gone are the days of capex-heavy IT departments, managing hundreds if not thousands of devices. Instead, we are seeing a very clear and deliberate shift to Read More
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Product Life Cycle

Sep 21, 2018

Disaster Recovery and Survival

For today’s enterprise, being offline for even a few hours can have a detrimental effect on their business and customers. The consequences of a data center outage Read More
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Aug 8, 2018

Overcoming the Microsoft CSP Billing Burden

Have you ever wondered how “tall” your customers’ consumption data would be if you were to print it out? Here’s a point of comparison for you: a VAR with just four Read More
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Cloud

Jul 11, 2018

Gearing Up for Changes to Microsoft CSP Direct

In May, Microsoft announced changes that it will be making to its Cloud Solution Provider (CSP) program, which will impact Direct partners. Let’s take a look at Read More
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Cloud

Jun 6, 2018

Using a Recurring Revenue Model for Customer Retention

From software to personally styled clothing to streaming video, companies of all kinds are trying their hand at selling goods and services using consumption Read More
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Recurring Revenue Management

May 18, 2018

Monthly Recurring Revenue in a Cloud World

We’ve seen the transformative power of the cloud in action. With the flexibility, scalability, and cost savings that this computing model offers customers, cloud has Read More
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Recurring Revenue Management

Mar 14, 2018

Vendors - Are PDF Quotes Killing Your Distributors?

When I owned my previous company Distribution Central - a large VAD within the APAC region, we had roughly 30 vendors all wanting to send us (and other distributors Read More
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Renewals

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