Who are we and Why we are here?
I am Steve Andrews and I founded The Andrews Consulting Group because I saw an opportunity to help IT companies 1) drive more revenue from their products and alliances 2) close the gaps in the best practices most commonly used by technology companies today. One of the fundamental issues is that companies tend to operate in organizational and product “boxes” and don’t have a unified approach to drive revenue – all the way from products and alliances to marketing and sales channels.
Improving the “Best Practices” of our Industry
I compare where we are today in this area, to where we were with “Enterprise Selling as a science” 25 years ago. Before most people had even heard of the “Internet”, before the fall of the Berlin Wall signaled the end of the Cold War, and before “The Simpsons” debuted on television – Enterprise Selling was treated as an “art”. And since art is hard to teach, measure and define as a process, sales was hard to teach and even harder to define as a process and measure. Over the last 25 years a string of books have established a science of selling and a language of Enterprise Sales and tools like ACT!, Siebel and Salesforce have been developed to measure success.
What is needed today to make driving products and alliance revenue through sales channels a well-understood process and a “science”?
- Is it “Sales”?
- Is it “Alliances”?
- Is it “Marketing”?
- Is it “Channels”?
It is all of the above, and more. But to get to a new shared “science” and set of best practices, we have to overcome the past, the limitations of “boxed”, siloed, band-aid, or “one-size-fits-all” approaches that don’t connect our products and alliances to the problems that end users are trying to solve, or to our sales channels.
This Blog will discuss the challenges and solutions available to practitioners today, and the new best practices for the future…
Join us in this quest
We’d like to invite YOU to join us in this quest. The IT industry is primed for change and it needs the expertise of industry professionals who see the “boxes” that limit our execution, AND understand the approaches that need to be taken to “Climb Out of the Box”TM.
We look forward to taking this journey with you!
“Climbing Out of the Box”™ 