Archives For UC

Visiting Cisco in Mumbai

In a recent sales opportunity we (the seller and myself acting as a sales coach) were charged with providing a competitive quote on unified communications (UC) products.  The company already uses UC, so the quote is simply an upgrade.  The seller assembled the quote, listing all of the necessary hardware, software, and services to move their client to the latest version.  The problem here is, the proposal has no differentiation!  It’s commodity product, necessary services, and a price.  You might say your uniqueness is in your people or your certifications, or perhaps you are the go-to provider for that brand of UC.  But in this case, you don’t have a platform to demonstrate value, so no one is going to see it.  What do you do?

The answer is in the discovery process.  Most of these deals are assigned to a presales technical person.  The sales rep has simply become a relationship manager, adding no value to the deal.  The technical person is generally too technical to effectively interact with the decision maker.  So the sales person and decision maker wait on opposite sides of the deal, the sales person hoping for a “yes”, and the decision maker checking against budget and competitive quotes.  Instead of sitting on the side lines, my client and I put some business level questions together to help us uncover the business needs surrounding this upgrade.

  • How does this prospect use their current unified communications platform?
  • What applications are they using with their phones
  • How do they use collaboration technology – how could they be more efficient if they knew more about it?
  • What are they not using, that would really add to their current business process?

This list goes on, but the point is, IT can’t answers these questions.  They may have an opinion, but it won’t be accurate.  These questions are asset owner questions.  Behind them is the understanding that someone is running a department that would benefit if they knew more about the power of UC.  With this in hand, the seller now has the opportunity to compare their findings with the technical findings their engineer will come up with.  With both in hand, the seller can now advise the client on how to change the way they do business.  Chances are, if the seller spends enough time with the top producers in this company, they will discover some of the secrets behind high performing employees, tie some of this success back to technology, and find ways to improve the current process with the latest upgrades, features, and add-ons available on a UC platform.  This is what it means to provide value – an effective value proposition.

Stay tuned for next month’s Free webinar – mark you calendar for June 8, Leveraging the Discovery Process to Justify New Business.

© 2011, David Stelzl

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“It turned out that the botnet runners had infected computers by instant-messaging malicious links to contacts on infected computers. They also got viruses onto removable thumb drives and through peer-to-peer networks. The program used to create the botnet was known as Mariposa, from the Spanish word for “butterfly.” – From Today’s USA Today….

A few notes on this

  • These were business guys, not geeks, running a for-profit business.  Mistakes made by senior management allowed authorities to track down the people in charge.  According to the article, this is rarely the case – generally the people at the top don’t get caught.
  • The goal is profit, the tool is the botnet – this botnet has been around for years, stealing millions of credit card numbers along with other sensitive data.  Over 13Million computers are involved, and I assume the owners of these systems have no idea who they are.  Likely, some of them are our clients.
  • Instant messaging, P2P networking, and thumb drives – this is typical.  Instant messaging means people were receiving links and clicking on them to infect their computers, P2P is on more computers  than you might imagine – used by many to exchange free music among other things.  Look for people using home computers for work purposes, or taking work computers home and allowing their kids to use them.  This is a sure sign that data is at risk.
  • Thumb drives – this is the oldest trick in the book…yet hackers still win with it.

Assessments are still the number one way to create immediate justification for project work and managed services.  The question is, are you finding urgent issues?  Make sure your team is trained the find the things that lead to justification – this is not always the focus for high end security consultants.  I find companies continue to lead with policy projects, architectural issues, and highly technical rhetoric which generally lands the sales person back with (unqualified) IT people that want to fix it themselves.

One final note – this is not just about finding security project work…whatever you sell can start with risk issues.  Whether you sell storage, servers, UC, applications…it doesn’t really matter. The issue sales people are facing right now is budget constraints, and this type of risk opens the door to assess risk, upgrade core systems, modify architecture, and implement managed services over every aspect of the IT architecture – if data is present, data is at risk.  THIS is the topic of my March Teleseminar…

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