RIP Total Cost of Ownership

Jul 25, 2018 11:10:51 AM by: Paul Metzheiser

TCO has been on life support the last decade, kept alive by a few manufacturers and analysts in the technology sector. But, once cloud technology became relevant and reliable, rumor has it that ROI broke the news to TCO that there is no ownership in the cloud. This caused TCO to spiral and pull its own plug. For the sake of not being too morbid, TCO believes in reincarnation and if you continue ... Read More

How To Overcome Price When Selling Frontier Shield

Apr 5, 2018 3:48:24 PM by: Paul Metzheiser

It’s simple, address a Frontier Shield pricing objection with a logical question. Read More

Why & How To Sell Leasing as a Product, To Close Your Premise & Cloud Voice Solutions

Jun 2, 2017 10:35:15 AM by: Paul Metzheiser

How leasing ever became the after-thought and doormat of the sales process I’ll never know. If Rodney Dangerfield were still alive, and saw how leasing was misused in the sales process, he’d bellow his classic line of “no respect”. No Respect! I guarantee, anyone that wants to embrace the mindset that leasing is a product in the sales process, will see a higher closing ratio. Why is that? Read More

What Is OPEX Leasing?

Dec 1, 2016 3:04:14 PM by: Paul Metzheiser

There are a variety of leases available for technology equipment. Each is designed to accomplish different things based on the need of the organization procuring the equipment. For example, you can find lease alternatives that allow you to lease to own, or lease to use, or lease with special options such as changing out the solution as needed. Read More

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