Technology advisor and B2B sales
B2B sales and channel work in technology and telecom: technology advisory, managed services, sales process design and partner programs. Paddock20 works through a technology services distributor. AT&T Business Fiber (Direct Corporate) came first.
What a technology advisor does.
A technology advisor helps a business choose and buy connectivity, cloud, security and communications services. The advisor stays with the account after the sale. Selling it is the same craft in reverse: a process with named stages and one owner for each. Buyers get a straight assessment. Sellers know what happens next.
Managed services covered
- IT consulting
- Cybersecurity
- Help desk support
- Cloud service management and monitoring
- Network infrastructure procurement and management
- Data backup and disaster recovery
- Technology procurement and management
In the field's own terms.
Practice
- Technology advisory and agent-channel sales
- Managed services provider (MSP) operations
- Sales process design
- ICP definition and pre-call research
- Discovery frameworks and BANT qualification
- Value-based selling and CFO-ready proposals
- Market development funds (MDF) and vendor co-funding
- Referral and channel partner program design
What the work covered
- A 13-person Business Fiber team at AT&T, Direct Corporate, 2023 to 2024
- A technology advisory practice working through a technology services distributor, 2024
The deliverable.
A sales process with named stages and one owner per stage, a discovery script that qualifies in 15 to 20 minutes, and proposals that open with the numbers a CFO reads first.
Credentials
- Top Regional Sales Manager, AT&T, June, August and October 2023
- Sales and Technology Advisor, technology services distributor partner network, 2024
No surprises.
What is a technology advisor?+
A technology advisor helps a business select and buy telecom, cloud, security and network services across many providers, then supports the account after the sale. Paddock20 does this work through a technology services distributor.
What is managed services?+
Managed services means a provider runs part of your technology for a monthly fee: IT support, security, cloud, backup and network management. The seven kinds Paddock20 advises on are listed on this page.
Tell us the bottleneck.
We’ll show you the machine.
A sales process with named stages and one owner per stage, a discovery script that qualifies in 15 to 20 minutes, and proposals that open with the numbers a CFO reads first.