Mike Parfitt: Why Client Size Doesn’t Matter (And What Actually Does)

“For us, what makes an A-class customer is their willingness to embrace technology and being receptive to professional advice. We want to be seen as a trusted advisor, not just an order taker.”

“We’re technical innovators. We bring new ideas to the table because we understand their business goals, not just from a technology perspective, but from a business point of view.”

“Our onboarding process is a 90-day project with three phases. We don’t even consider project work until six months down the road, because we want those conversations to be trusted conversations.”

“Conversational selling works for us. Don’t go into a partner meeting with an agenda of six products to push, go in with little agenda other than performance metrics, then just sit down and say ‘How’s business? Talk to me.’”

“Process drive it, system drive it, get it out of somebody’s head. Make it all standardized so that I don’t need to do it, that’s the key to removing yourself from the sales process.”