How To Get Growing

Change is a necessary evil, especially for solution providers that must keep up with new technologies and different delivery models, along with evolving customer demands. 

Best-selling author Chuck Mache (pictured), who also runs his own sales and leadership consultancy in Santa Rosa, Calif., is known for his work with channel partners. At master agent Intelisys' recent Mindshare event in Foxborough, Mass., he illustrated how change is impacting all solution providers. He questioned two solution provider executives in the audience: one who has been in the telecom industry and running his own company for 20 years, and another who started his own telecom practice two years ago.

As they shared their pain points, Mache detailed how telecom solution providers can determine whether their businesses are advancing or stalling, and how to inspire growth during times of great change.