DELTA MAX in the News
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News Flashes!
The most recent mentions of Delta Max in the News Media
The most recent additions to our business Services Offerings.
The most recent additions to our business Product Offerings.
Our latest Customer Success Stories (if we have room!).
Our new associations, Partner Associates, speaking engagements, and general news.
Our formal Press Releases so you can see where we've been...
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DELTA MAX has done quality work for every kind of organization from Aerospace to Zoo's.
We are extremely proud of our work and our results with these projects.
We are most of all, proud of our association with our clients, who have become, in many cases, our friends.
This is our Body of Work, on display for all to see.
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These are the press releases we've issued recently. You may want to search for topics by keyword.
There's a lot of action lately involving our company.
August 1998 DELTA MAX Announces Web Site Development Services
November 1998 DELTA MAX Announces new Associations
January 1999 DELTA MAX Announces IBM Reseller Training Classes
March 1999 DELTA MAX Presents Virtual Reality Business Assessment to Digital Hollywood Audience
Summer 1999 Ingram Micro Engages DELTA MAX for its VentureTech National Sales Meeting
Fall 1999 MOCA Division of Merisel Engages DELTA MAX
March 2000 DELTA MAX Presents New Media Technologies to Digital Hollywood Audience
Winter 2000 MOCA Begins Reseller/Internal Sales Training Program using DELTA MAX
October 2000 Robert Swanson Presents Keynote at MOCA Net@Work 2000 National Reseller Seminar
December 2000 Robert Swanson Presents Keynote at ITEC Convention in Boise, Idaho
Spring 2001 First MOCA Reseller "Selling at the Top" Seminar - Huge Success!
Summer 2001 Big MOCA Resellers Engaged in DELTA MAX "Selling at the Top" Sales Seminars
Fall 2001 DELTA MAX Trains MOCA Reseller Account Executives
Fall 2001 DELTA MAX Completes Rolling Thunder Productions E-Commerce Site Project Plan
October 2001 Robert Swanson Delivers Key Breakout at MOCA Net@Work 2001 National Reseller Seminar
January 2002 Largest MOCA Reseller Engages DELTA MAX for Company National Sales Training
March 2002 MOCA Large Resellers are Trained in "Selling at the Top"
Spring 2002 Data Systems WorldWide trains its Sales Force with DELTA MAX
Summer 2002 MOCA Internal Sales Account Executives Trained Nationwide
October 2002 DELTA MAX Featured at MOCA Net@Work 2002 National Reseller Seminar
January 2003 Robert Swanson Keynotes Frost & Sullivan Marketing/CRM Executive Seminar
February 2003 DELTA MAX Engaged for MOCA Marketing Services Projects
April 2003 DELTA MAX Engaged for MOCA Services Provisions over 2003
September 2003 DELTA MAX Engaged for Kyocera National Sales Meeting Seminar
October 2003 Robert Swanson Presents "Using Financial Models as Sales Tools" at MOCA's Net@Work 2003
January 2004 DELTA MAX Engaged by Kirchman Corporation
January 2004 DELTA MAX Engaged by Insight Investments
July 2004 DELTA MAX Engaged by Avnet Partner Solutions
August 2004 Robert Swanson Keynotes Avnet Lake Tahoe Advisory Council
October 2004 Robert Swanson Keynotes Avnet Lake Las Vegas Advisory Council
February 2005 DELTA MAX Engaged by Networks Plus Tech Group
July 2005 DELTA MAX Engaged by eServ LLD
September 2005 DELTA MAX Engaged by Avnet Partner Solutions/StorageTek
March 2006 DELTA MAX Engaged by DynaTrac Industries
Nov 2006 DELTA MAX Engaged by DynaTrac Industries For SEMA Show Representation
Feb 2007 DELTA MAX Engaged by MOCA Division of Arrow Electronics
(Reprinted with Permission)
"Solution providers are not spending enough time thinking about how they are organized to drive profits," he said.
"When they think of their organizations they still see themselves in the client-server model of the 1980s and 1990s.
If you build it they will come. Technology is so last decade."
...
(Reprinted with Permission)
Robert Swanson, President of Newport Beach, Calif.-based Delta Max (VAR500 No. 451) looks for partners with complementary skills.
Alliances with peers, he says, generally involve repeat engagements rather than one-off projects.
That is, the partners he has worked with in the past will continue to bring him in on engagements in the future, creating a comfortable, repeatable process. "They find me, and the ones I work with keep bringing me back in," Swanson says.
Swanson, who says these partnerships often work both ways, especially when you're on the consulting side of the business, cites an example:
"A customer sees an opportunity for a wireless application but needs help figuring out the best way to deploy it," he says. "So they ask us to do a study.
Then I'll talk to the CEO and find out what their problems are and say, 'If you deployed wireless this way, it would cost you this and you'd get these benefits.'
The logical question coming out of that then is this: 'Do you have someone you could recommend?'"
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(Reprinted with Permission)
For Robert Swanson, President of Newport Beach, Calif.-based Delta Max (VAR500 No. 451), vendor exclusivity is a no-no.
As a consultancy, his company is often called upon to perform independent hardware and solution evaluations.
Being loyal to particular vendors would compromise his neutrality.
It's not enough to say you're independent. You really have to be [that way]," Swanson says.
"Most consulting deals end up in big hardware and software deals, and word gets around."
---
(Reprinted with Permission)
Ironically, VARs and solution providers stand to benefit from the current situation because competition has forced distributors to offer new benefits to entice customers.
Consider the experience of Tim Baldwin, COO of eServ, a Sun reseller in Peoria, Ill.
For years, distributors have filled his voice mailbox with highlights of new services in an attempt to cement their relationship with his $15 million company.
Recently, however, MOCA, a division of distributor Arrow Electronics of Melville, N.Y., helped arrange for his salespeople to attend a sales seminar that actually put money into his business.
The training, put on by longtime IBM veteran and independent sales guru Robert Swanson, taught Baldwin's salespeople to look beyond traditional IT buyers and cultivate ties to higher-level business decision-makers instead.
Thanks to Swanson, eServ made inroads at nearby manufacturers Caterpillar and John Deere.
Baldwin now views MOCA as an altogether different kind of partner. "Absolutely one of my best," he says.
(Reprinted
with Permission)
Getting CEO's Ear Key To Winning Business Consultant: Take your sales pitch straight to the top
By Scott Campbell, CRN CRN Lake Tahoe, Calif., 9:44 AM EST Tue. Oct. 17, 2000 From the October 17, 2000 CRN
"Solution providers need to take their sales pitches to a higher level, to the CEO, to have a greater success rate", said Robert Swanson, President of Delta Max Consultants.
"To sell to a CEO you need knowledge and nerve," Swanson told Merisel Open Computing Alliance solution providers gathered at the Net@Work conference here.
"Call the CEO first and say you want to talk about his business problems. Listen to what he has to say. Relationships bring results.
You need that relationship with the CEO. Then go to the vice president of marketing, vice president of sales."
Getting to the CEO may require some guile, whether it is offering health advice to a secretary with a cold or gathering information from the chamber of commerce, he said.
Swanson offered sample questions to gain a CEO's interest:
Ask where he or she his spending their time, what must be changed quickly, would a new revenue stream help out, are the customer's issues organized, what is their decision time table.
"There also are things not to do: Don't talk more than he does. A salesperson should listen, not pitch. Don't give a product or services pitch.
Don't say you have the answers, say you'll get back to him. Do not speak in techno-babble," he said.
A successful CEO call will result in an established relationship, Swanson said.
"Also, compliment your competitor. [Your customer will] tell you what he doesn't like about them, then you can address what he doesn't like," he said.
"Be a partner with your customer. You don't prosper unless the customer does. Every deal must be good for both of you," he said. "The customer buys into you, then he buys from you."
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Revised: December 22, 2008.
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