Innopsis

What do doughnuts and Big Macs have to do with providing communications and services to Home Workers? The answer is in this podcast.

Listen to Justin Day, CEO of Cloud Gateway give his views on the question of how do you provide business services to a distributed workforce and why the answer does not include SD-WAN.

In the Internet Age, more than ever before, customers are increasingly knowledgeable about products available on the market and thus prefer working with salespeople who offer solutions and insights rather than a product pitch. In fact, a survey of 1,500 Business to Business decision makers found that buyers are five times more likely to engage with a sales professional who provides new insights into their business.

While there are several different sales methodologies, solution-based selling is one that works well for B2B sales, because the process is centered around a deep understanding of client needs and challenges. Solution-focused selling also supports a more efficient customer experience.In this episode, Lynne Magennis talks to Gill Barstow of Orbit Business Development about the ten traits of a solution selling organisation. Take a listen and see if your company meets all ten. If not, then perhaps give Gill a call.

Gill Barstow, Director

Orbit House, 6 Raby Park, Wetherby, West Yorkshire, LS22 6SA

Telephone number: 07711 608498 www.orbitbusinessdevelopment.com

Making the transition into true solution selling 

Many companies aspire to using a solution selling approach but in truth find it difficult to do this in practice. The change is more than just issuing a new list of services, or changing commission structure. It is about a change of both skill and mind-set, and often a change in sales management culture and approach too.

Below we show the typical changes organisations need to go through to make the transition to true solution selling.

The Orbit approach will give your sales organisation the sales methodology and skills needed to make this transition and the management approach to make the changes last.

We have found that increasing sales productivity in a meaningful and long-lasting way is not just about sales training.

10 Steps to Solution Selling - Are we there yet?

Change.

This is the one thing that remains constant in our lives. Success for individuals or businesses is not guaranteed.

We all have the same amount of time and irrespective of whatever talent or resource we have, how we use those resources in the time allocated to us, dictates our success. Whilst repeating the same actions will create perfection and efficiency, they will not change the outcome. Doing the same and expecting a different outcome is the root of madness. You must adapt to the environment or becoming extinct.

In this podcast, Lynne Magennis talks to Gary Gamp of Smart Tasking, who are change agents who,  not only identify what needs to change within businesses, but also provide the resource to make the change happen.

Gary's Blog

Gary at Positive Momentum

https://youtu.be/q0AeOdQ1aoE

Gary Gamp discusses PS Professional

https://youtu.be/8OHrqF_b75Y

Gary, the PS Professional

Gary Gamp

Founder

Change Agent and fixer, and transformer, revels in sorting out difficult stuff that isn’t working.

Nickname: The Company Doctor.

Some say the consultant for consultants, reaches the parts other people can’t reach.

He has worked with many multi-nationals and is often on a plane with the likes of VMware, Orange, Dimension Data

Can be often found on a foodie trip somewhere new and can’t resist having the latest gadget as an early adopter.

https://vimeo.com/199152634

Gary talks about Positive Momentum

The focus for this podcast is the New Normal. Not the American Sitcom from eight years ago, but the suggestion that the Covid-19 virus will have a lasting impact on society. Similar previous pandemics such as The Plague or the Black Death caused terminal changes to medieval serfdom and the decline of religion. Will the “inspirationally” named Covid-19 change the country into a utopian vision of a workforce living and working in socially interactive villages with little travelling, or will we revert to pre 2020 lifestyle as soon as we stop being frightened of catching the virus?

In this podcast, Lynne Magennis is joined by Innopsis directors; Mike Thomas, Michael Bowyer, Des Ward and Keith Smith to discuss the issues.

Mike Thomas

Lynne Magennis

Michael Bowyer

Keith Smith

Des Ward

The focus for this podcast is the New Normal. Not the American Sitcom from eight years ago, but the suggestion that the Covid-19 virus will have a lasting impact on society. Similar previous pandemics such as The Plague or the Black Death caused terminal changes to medieval serfdom and the decline of religion. Will the “inspirationally” named Covid-19 change the country into a utopian vision of a workforce living and working in socially interactive villages with little travelling, or will we revert to pre 2020 lifestyle as soon as we stop being frightened of catching the virus?

In this podcast, Lynne Magennis is joined by Innopsis directors; Mike Thomas, Michael Bowyer, Des Ward and Keith Smith to discuss the issues.

Mike Thomas

Lynne Magennis

Michael Bowyer

Keith Smith

Des Ward

The covid pandemic has caused a number of challenges across all sectors of industry. The telecommunications sector has, generally, been less affected that some others. Generally, there is little personal contact required and many roles can operate remotely by staff safely isolating at home. However, the change to the sector’s customers has raised some particular issues for resellers. 

In this podcast, Lynne Magennis talks to Ian Fishwick, the Commercial Director at Innopsis, about one issue that surfaced and how he helped deal with it. 

Ian Fishwick

Commercial Director, Innopsis

* Chairman of Adept Group plc

* 3 x winner of CEO of the year

* Author of The Street Smart MBA

With the advent of social distancing, there has been an enormous quantity of new equipment purchased for home workers. Whilst this has boosted the revenue streams for a number of suppliers, the change in work habits will create a glut of equipment, either when people return to work in offices or the office-based equipment if people remain working from home.

The question will be what are we going to do with it? Do you sell it? Scrap it or store it? Each option means that there is a certain amount of processing required. Data needs to be removed, settings need to be erased, any physical damage needs to be noted to say nothing of ensuring the equipment is virus free for the next owner. It appears that it’s easier to acquire than to dispose of.

One answer is to engage a recycling partner. To discuss this option, Lynne Magennis talks to Andrew Brown and Mimi Moll of recycler N2S to gain their view of the world. 

Andrew Noel Brown

Head of Sustainability Solutions, N2S

Andrew has over twenty years’ experience in the information and data security sector. He has worked closely with clients delivering secure and sustainable solutions in both workplace and data centre IT environments. He speaks regularly at data security, risk management and data centre conferences.

A native of Christchurch, New Zealand, he holds a degree in Fine Art (BFA) from the University of Canterbury in New Zealand.

Mimi Moll

Sustainability Lead, N2S

Mimi joined the ITAD industry in 2018 having met the founder Jack Gomarsall in a previous role and being inspired by what N2S are both doing and innovating in the area of sustainability. With a BA (Hons) in Multimedia Design, Mimi has always taken a creative approach to business and thrives on change, market disruption  and new idea generation with her key driver now being sustainability in the IT sector, an area ripe for all three. Mimi’s previous roles in positions such as Product Innovation Manager for a global manufacturer, saw her influencing the card transaction industry  by developing innovative &  sustainable solutions for clients inc. Apple, M&S & Walmart. In her role as Sustainability lead at N2S Mimi uses her passion for the industry to take clients on a deep dive into the N2S Urban Mine with the ultimate goal of empowering people to take action towards the UN Sustainable Development Goals. Mimi also meets regularly with both Crown Commercial & DEFRA and has influenced changes to Technology procurement  frameworks and Sustainable IT  best practice.

Network 2 Supplies

Telephone - 01284 761111

Network HouseWestern Way,Bury St EdmundsSuffolk, IP33 3SP

N2S enables organisations to acquire, use and dispose of IT hardware easily, securely, sustainably and responsibly. We call it ‘Managing the Circular Journey’

N2S is a professional and project services company specialising in optimising forward and reverse supply chain services for businesses and government sectors. Built upon maximising the value of IT assets combined with sustainable IT ob...

Undoubtably, Covid-19 is making an impact on our lives. The enforced lock-down is making sure that work and society has changed, perhaps for ever. Whilst there are a great many people that are struggling with a restricted space and possibly no work, the staying at home is making a difference to the health professionals heroically looking after the ill.

Assuming that you are not one of the lucky individuals with a large house, a larger garden, a swimming pool for exercise and a well-stocked larder and wine cellar, then what can you do to make self-isolation more bearable? How can you improve your health, mind and prosperity? Will 2020 be a year for learning rather than earning?

In this interview, Lynne Magennis talks to Des Ward of The Common Framework about what he believes companies should be doing now to prepare for the end of the outbreak so that better governance can be applied.

It will be no surprise to hear that the world has suddenly developed an interest in remote working. For organisations, this has traditionally meant accessing systems via a Remote Access VPN. The rapidly increased volume of people logging on has brought a great strain on remote access points meaning alternatives to this bottleneck are being sought. One solution is to use the open Internet to access systems directly, as an App. 

This requires the security and availability to be managed by the App rather than the access controls provided by Network Access. Whilst this may mean a redesign of the applications and instigation of Zero Trust capability, there are other considerations that ought to be taken into account.  

In this podcast, Lynne Magennis talks to Martin Atkinson of Equinix, the global interconnection and data centre company, about the issues that organisations may like to consider in utilising the internet for their business applications.    

Martin Atkinson

Senior Manager, Peering and Interconnection EMEA, at global interconnection and data centre company, Equinix

Links

Risk Based Security’s Q3 2019 Data Breach QuickView Report

World Economic Forum - Cybercrime Prevention Principles for Internet Service Providers

Deconstructing Distributed Security: Zero Trust Security

Equinix Cloud Exchange Fabric

MANRS

Healthcare – Digital Edge Playbook

Healthcare Industry Solution Brief

A Resolution for the New decade: Data-Driven Digital Health

Resolution for the New decade: Data-Driven Digital Health

How Digital Transformation in Healthcare and Pharma Saves Lives

The future of AI-Driven Health and Drug Discovery

Martin can be contacted at Equinix - 0203 764 9244 or by web

About Equinix

* Equinix is a global interconnection and data centre company with over 200 data centres across 55 markets* Equinix hosts almost 10,