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The nature of work is changing dramatically. Businesses struggle with the 24x7 pressure of today’s service-based economies. Skilled staff shortages are increasing.

To thrive, firms need to be more agile and more responsive.

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A persistent worry amongst IT professionals is that Cloud poses a threat to the very existence of the IT department.

This is a waste of a worry.

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Eight in ten buyers of cloud services perform Proof of Concept trials before they buy. This is an opportunity for suppliers and cloud specialists to add value because buyers seek help with these trials and their subsequent purchases.

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The prime motivator for adopting cloud is to achieve growth. Companies using cloud are growing 26% faster than those who do not. And they attribute that growth to the technology.

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These UK market metrics were gathered from 250 senior IT and business decision makers in Enterprises, small-to-medium sized businesses and public sector organisations.

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Cyber-crime is here to stay. Hopefully the scaremongering about it will subside as we adjust to the fact that protection against cyber-attacks is simply a modern requirement for doing business.

Security is a growth opportunity for the channel and adding security services to your portfolio may not be as hard as you might think.

This article provides insights into buyers’ needs as well as expert tips from security specialists about building a portfolio.

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There is a clear and present opportunity for Telecoms, Mobile and IT resellers to make more money by adding one or more utilities to their portfolio. That said, the number of resellers taking up this opportunity remains relatively low. Underlying reasons for this range from concerns about operational costs and complexities through to the sales and marketing overhead of presenting customers with a different value proposition.

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Differentiating your company from the competition can be the Holy Grail for many CEO’s, Sales Directors and Marketing leaders, particularly as IT moves rapidly to a service consumption model where the vendor brand shrinks into the background and technology solutions can look remarkably similar.

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Business development expert Larato today announced it has joined the Cloud Industry Forum (CIF), the industry body campaigning for trust, security and transparency in the Cloud.

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The UK’s Information and Communications Technology (ICT) resellers are turning to Skype for Business ahead of any other Voice over IP (VoIP) option.

Larato helps ICT suppliers and resellers with market development. This means we keep a very close eye on what business buyers want to buy compared with what ICT sellers want to sell.

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Larato is the business development partner for the Virtual Technology Cluster (VTC) whose co-founders are Lockheed Martin UK and the technology merchant bank Restoration Partners.

Larato’s role is to help VTC members maximise their growth potential.

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Let’s start by going back to basics: sales is about persuading a potential buyer to buy. Marketing is about persuading potential buyers to listen to sales.

So it stands to reason that sales and marketing should be fully aligned and work together at every stage of the sales process.

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How buyers buy and suppliers compete has changed.

Today, four in every ten qualified opportunities result in the buyer deciding to do nothing. Business leaders across the channel have expressed concern about sales and marketing capabilities.

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Of the many Managing Directors and CEO's I work with, when I ask what they wish most for their business they answer almost universally “more sales”.

Given this answer, you’d be forgiven for being surprised at the fact that businesses waste about 66% of their sales people’s time.

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A little while ago, I was standing in a room with the Marketing Director of a fairly large Information Communications Technology (ICT) company. We were looking at unopened boxes of all shapes and sizes. They covered most of the floor space and were piled 5 feet high. This was one year’s worth of unused sales and marketing collateral. Each year, the room is emptied and fills up again with all manner of “stuff”.

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As we head towards 2020, the UK’s ageing population is presenting a dichotomy to businesses, the public sector and not-for-profit organisations. Earlier this year, I considered what the ageing population means for businesses. Recently, I have looked at the same question from the perspective of the third sector and ...

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For the past 25 years, I have been supporting businesses to prioritise customers’ perspectives in every decision they take. James McQuivey from Forrester recently released a book about Digital Disruption;...

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The New York Times just published an interesting article about big data. They make two points. Firstly, Big Data companies are attracting stellar valuations. Secondly, the article contains a revealing...

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80% of collateral created by Information Communications Technology businesses is never used. This slightly surprising fact costs industry players millions. Why does this happen? The root of the problem is...

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Ask any Managing Director or CEO what they would wish for their business and the answer is likely to be “more sales please”. Why then, do technology businesses misuse so...

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This week, emarketer released its latest research on tablet usage in the UK. Given that over 90% of UK business people use an iPad today, emarketer’s news of its downfall..

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We are living longer. We are delaying retirement either because the government is pushing the retirement age up or because people are choosing to stay in the workplace. Either...

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New data from ICT suppliers highlights a critical need for a stronger online presence Larato recently surveyed business leaders across the Information Communications Technology (ICT) supply markets to find out...

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A “see-saw” of “facts” about small businesses and cloud services 40% of small businesses are afraid of buying cloud services because they believe they do not trust them to be...

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In the a recent study by Larato, more than 33% of business leaders claim their most important requirement for success over the next three years is for their sales people...

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Consultative selling is critical to success New research from Larato among business leaders of IT and Communications companies shows that buyer demand is pressurising providers to take a more consultative...

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New research among business leaders across the B2B IT and Communications markets has shown that the top priority for Managing Directors and Sales Directors in 2014 is to increase the...

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New research by Larato gathered from leaders in B2B technology and communications companies has found that the number one priority for sales and marketing teams in 2014 is to...

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