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106: Selling hardware, payment terms, and contract negotiations with Mark Fuccio, Part 1

Recorded on June 16, 2015

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This week we are joined by Mark Fuccio, a Go to Market Consultant who's worked with Connected Data, Drobo and other storage vendors. Follow @markfuccio and visit his company, Tactics Sells High Tech at

Special thanks to Mark for bringing up these important topics for discussion.


- the business of selling hardware and extending payment terms to your clients

- contract negotiations

- Jerry observes that AirPort base stations can fail to pick a new channel unless "updated" (even without actually making any changes to the configuration)

- Joe has trouble assigning a new TeamViewer ID, and seems to realize his mistake

- considerations when migrating, cloning, and redeploying machines