From Vendor to Adviser: Making the Move from Selling Products to Meeting Business Needs (Paperback) (ISBN-13: 9781466319462)

David Stelzl has a fresh perspective on the high-tech consulting business. He's taken resellers from simply selling products, to providing high-end technology programs, significantly increased company profits through the addition of consultative offerings and managed service programs, and has had the privilege of training many sales and marketing organizations worldwide on how to reach executive managers with a compelling value proposition. He has authored two books: The House & the Cloud and Data@Risk. As an active member of the National Speakers Association, David addresses up to a hundred audiences each year including conference keynotes, sales training workshops, marketing events, and executive briefings. His experience and insights continue to bring new perspective on how the reseller model should work, how high-tech solutions should be positioned, and how to maintain margins in a commoditizing industry of networks and computers. His firm, Stelzl Visionary Learning Concepts, Inc. has consulted with, addressed, or been sponsored by clients such as Cisco Systems, Hewlett-Packard, Trend Micro, Symantec, Check Point, Juniper, Kaspersky, and many solution providers including AT&T, Qwest, ePlus, and Accuvant.