Bimal Modha

Bimal Modha, Sales Director at Highlight provides his guidance on how the channel can achieve sales success. The selling process has had to adapt considerably over the past 18 months. Whilst gross margin and new revenues have always been important, there is now greater concern over client churn. This means the channel should look to…

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IT and network services are highly competitive and increasingly commoditised. Standing out, growing margins and closing new deals are all interrelated challenges that require dedicated answers to improve outcomes and create a sustainable future.  As we move further into 2021, there are examples of positive change. The growth of IT service requirements caused by the…

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For the more than half of managed service providers who experienced monthly revenue decreases through 2020, growth seemed further out of reach than ever. Increasing pressure from IT commoditisation trends have only added to the challenge. But with more diligent planning for long-term remote-working underway, 2021 presents a great opportunity to rethink service provider relationships…

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2020 changed business as usual across the economy. It’s important to regularly reassess how your organisation operates. However, heading into 2021, there has never been a better time to really rethink how core business functions operate. Improving sales strategies is an essential piece of a more sustainable “new normal” for MSPs.  A creeping challenge that…

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Sales enablement gives sales teams the resources they need to close deals. These resources traditionally included content, tools, knowledge, and help to sell your product or service to customers. But is it enough? You need to have a basic understanding of traditional sales enablement — lead qualification and marketing automation. However, we think there are…

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