You are the owner, CEO, Managing Director, or perhaps the VP of Sales of a small to mid-sized IT provider. You’re responsible for growing the business.

Your products and/or services are complex. You sell to other businesses and the sales cycle is somewhere between a month and a year.

Up until recently, the business has been growing almost exclusively via direct sales. Lately though, you’re noticing that it’s become more difficult for your salespeople to get in to see decision makers. Sales cycles are lengthening. Conversations with prospects center around price. You could hire and train more sales people, but that would be expensive, and you sense it wouldn’t address the real issue.

You may have been burned by an advertising agency. They told you the answer to all your problems was a brand image. So they spent a lot of your money and created a pretty logo and color palette; they ran ads designed to get your name out there… and the result was nothing. No return on your investment.

Your current situation can be a bump in the road, or it can be a permanent predicament with cost of sales rising and top line revenue holding steady. Find out what you can do about it by reading our About Us page.

Information Management

We work with IT vendors and service providers in the information management application space. Information management is the term we use to describe an area of IT that is experiencing significant growth due to an explosion in the amount of unstructured content (blogs, email, podcasts, Twitstreams, video, webinars, etc.) , and a concurrent increase in requirements for regulatory compliance.

Information management includes the following applications and disciplines:

• Business Continuity
• Business Intelligence (BI)
• Business Process Reengineering (BPR)
• Cloud Computing
• Content Management
• Data Mining
• Digital Asset Management (DAM)
• Digital Imaging Systems
• Disaster Recovery
• Document Management
• Enterprise Content Management (ECM)
• Electronic Records Management (ERM)
• Information Protection
• Information Security
• Knowledge Management (KM)
• Regulatory Compliance
• Risk Assessment
• Software as a Service
• Storage Area Networks
• Workflow Reengineering

Why So Niched?

By focusing on a niche within a niche, we can directly apply our depth of experience. Bob Leonard is the managing director of acSellerant. Over a 20 year period, prior to launching acSellerant, Bob held individual contributor and management positions in Corporate Marketing, Field Marketing, Sales and Sales Support at EMC, GTE, Interleaf (document management), and Digital Equipment Corp. All of those positions were focused on one or more aspects of information management.

Call Bob on his cell phone 941.773.1754 or email him at bob@acSellerant.com if you’d like to discuss how acSellerant might help you profitably grow your business.