Ethernet Sales: Setting Customer Expectations

By: Jonathan Hartman Partners say there is no shortage of demand for Ethernet services and they have no problem selling it. Customers understand the value proposition — Ethernet offers high-bandwidth, scalability, low latency and low cost. The problem is delivering on the demand. Here are some of the common challenges: Availability. While there have been great…

10 Tips to Avoid Selling On Price

By: Jonathan Hartman, Channel Chief and VP of Sales, PlanetOne Communications *As seen on ChannelProSMB The IT industry has a history of competing on price with self-damaging results that lead to faster commoditization of products, solutions and services. It’s not a great legacy, but it is a pretty common crutch for sales people lacking adequate…

An MSP’s Guide to Desktops-as-a-Service

By Jonathan Hartman, VP of Sales, PlanetOne Desktops from the cloud, Workspace-as-a-Service, or Desktops-as-a-Service (DaaS) has been around for a while. Desktone (which VMware bought in 2013) helped to pioneer the service back in 2007. Then DaaS got a kick-start a few years ago when Amazon Web Services rolled out WorkSpaces, positioning it as a simple,…

What Verizon’s Study Can Teach MSPs About The Cloud

By Lauren Shapiro, President, PlanetOne Communications Verizon’s recent study, “State of the Market: Enterprise Cloud 2014” confirms what many already knew — the cloud has become a valuable part of the enterprise. Yet, you might be surprised to what extent.   According to the study, 65 percent of enterprises are currently using cloud computing today. That makes sense, considering…

Ensuring Cloud Services Success

By Ted Schuman, CEO, PlanetOne The economy is improving and the IT refresh cycle has released some pent-up demand, but a number of IT decision makers and executives are still hesitant to make large capital expenditures — and for good reason. Technology is moving quickly and what they invest in today could be outdated and…

Who’s WAN Is It Anyway?

By Ted Schuman, CEO, PlanetOne There’s a business challenge brewing in the mainstream IT channel that some are ignoring, others are talking about, and a select few have embraced — and turned into a new relationship and a revenue opportunity that keeps on growing. It’s focused on the wide area network (WAN), ties back to…