Channel Strategies for the CIOWhat are some effective ways that a solution provider can win new business?
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From my perspective, it's really about being creative and tying the investment to the impact on their client's business. It's also important to be creative with the way that those technologies, services and upgrade paths solve the client's business needs. A certain amount of financial creativity may also be needed. Look at where the client is today, where they're going, and fit the right solution. The solution providers that do that really well win more often than most.
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This was first published in July 2008