Increasing competition is the main challenge facing the IT service industry. Each CTO has about 11–14 emails from different providers, trying to showcase their services or request calls.
1. Constant rework on your positioning
Go deep, and rework this even though this takes time. Invest your time in this because, in the end, it all comes down to how well you are positioning yourself.
2. Pick your Key Accounts
Understand your Tier 1, 2, and 3 accounts and go towards these accounts with a Content-First Strategy.
Most companies make the mistake of trying to produce extra content. Instead, we suggest companies take all the existing content and create multiple smaller pieces of content from a really large e-book.
3. Partner with an Established Product
Research about these products, and start offering packages particularly tailored for the industry of the accounts you’ve selected. Your in-roll is going to be different.
4. Avoid building Products to improve your service business
I run a product business with account-based sales and it's a 10–15-year-old game requiring at least four full-time employees. And you should know, It’s not that easy if you are trying to balance your service business by building products.
5. Stop the usual email and Linked-in approach
Be different than just asking for a call when you are on a lead. That’s exactly what all these 1.1 million companies are spending their time and resources on.
If you are different there is a lot of a market that you can capture.
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