Has your growth stalled as a system integrator? Then this episode is for you! I talk with a senior consultant who works with system integrators to avoid common sales and marketing pitfalls that hinder growth.

This week, I'm joined by Jack Barber, Senior Business Consultant for Exotek, a boutique consultancy firm focused on system integration companies in industrial automation. Jack has more than 25 years of experience in the system integrator (SI) space, and was kind enough to share his wisdom about what he sees are the most common mistakes SIs make and how he educated them to be disciplined in order to grow leads and expand within their current clients.

 We talk about the importance of focusing on specific niches and differentiating yourself in the market. SIs oftentimes fall in the trap of saying they "do it all" which can leave potential buyers confused about their strengths. We also touch on the discipline it takes to be successful during account management, and the importance of expanding accounts instead of just completing a project and moving on to the next client.

Takeaways

• Focus on specific niches and differentiate yourself in the market to attract clients.
• Balance business development with project delivery and have discipline in account development.
• Capture and transfer tribal knowledge from senior employees to younger ones.
• Create visual content to showcase capabilities and engage clients.

Resources

• Connect with Jack on LinkedIn
• Connect with Wendy on LinkedIn
• Learn more about Exotek
• Related Service: Marketing for System Integrators
• Related Content: Top 5 Marketing Investments for System Integrators
• Related Case Study: Gray Solutions Content Development and Marketing Automation