Charles Cooper

Charles
Cooper
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Charles Cooper is a strategic media advisor and journalist who has covered the tech industry for more than three decades. He has served in senior editorial roles at CNET, CBS News, Ziff Davis and more. The founder of CM Partners, he continues to ask the tough questions that produces the best in journalism today. 

Articles
Cultivating Prospects, One Question at a Time
Cultivating Prospects, One Question at a Time 1
Old school habits die hard but simply pitching a prospect with speeds, feeds and a price tag doesn’t work the way it once did. More than ever, solutions providers are being challenged to craft meaningful pitches around customer needs. And that means asking the right questions—a lot of them.
How To Make An Informed Buyer Your Best Friend, Not Your Foe
Thanks to the internet, buyers now know your strengths, weaknesses and selling points. So don’t think you can still win business with a hard sales pitch. You can, however, open doors if you become part of the buyer's trusted circle. Here’s how.
Progress Update: Converting to a Managed Services Model
There’s ample incentive for resellers to make the change; some 73 percent of the managed services providers surveyed by CompTIA late last year reported that their services were profitable. But it takes no small amount of effort to move a legacy business to a new operations model.
Time to give marketing more respect? Good Idea 2
If you’re still treating marketing as an afterthought, you’re likely courting trouble. A fresh marketing strategy is just as crucial to a reseller’s business as is a strong sales and engineering plan.
How to Pick the Best Candidates in a Competitive Job Market
When it comes to workplace horror stories, everybody can pull out a favorite “can you believe this” anecdote. That goes with the territory.
Why IoT is Going to Matter—a lot—to the Channel
Billions of connected, intelligent devices are entering the business mainstream as part of a collective phenomenon known as the Internet of Things (IoT). Many of these devices are connecting over networks for the first time, communicating with the headquarters as well as with other connected “things.”
For the channel, cyber-threats present big opportunities and equally big challen
Xpert Commentary: On the Eve of RSA 2017, A Perspective on the State of Security
Companies face cyber threats from an increasingly sophisticated cohort of attackers armed with a toxic assortment of malware, ransomware, and APTs. And 2017 is shaping up to be as bad, or worse, than 2016, which was a year punctuated by a series of devastating cyberattacks.
The Business Advice of a Lifetime: How a Pre-Mortem Can Save You from Disaster
Tech history is littered with failure. Think Yahoo’s push into apps, Cisco’s foray into consumer products and HPE’s acquisition of Autonomy.



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