This year’s channel partners was the best and most productive for us here at AtlasIP to date. Here I will debrief you on the meeting we had with valued partners that we’ll go to market with in 2019 and beyond.
So how do you win a deal from the beginning to the end in business to business sales? This question is constantly being asked but for whatever reason I don’t see anyone really getting into the meat of the deal. That is, the thought process in deciding which prospect to introduce themselves to and which medium to do it. Either via email, phone call, LinkedIn message or any other form of communication. Nor do I see how the initial meeting goes and how they felt through it. How they engaged colleagues, vendors and how they managed that process.
I’ve gone down the rabbit hole of Unified Communication as a Service for the enterprise since studying up and seeing how the solution can really make an impact on my customers business. Over the past few weeks I’ve spoken to number of new prospective clients about their phone systems and I’ve spotted 3 patterns that have really stuck out with me. Funny how we humans spot patterns and follow our own daily. I’ll get into what I’ve seen, what my clients are wanting and how we’re addressing the challenges.
Down to the individual level trying to persuade or force behavior on you or anyone else for that matter will be met with opposition. You see it daily on the various news outlets and you know that the outcomes of the behavior of those in authority wont be achieved no matter their resolve to do so. Same can be applied in business and in buying new technology for your employees. Here I’ll get into how you can turn your employees from quietly hating the IT department to being an advocate for your new ideas.
So, you have an app that is a thorn in your networks side. No matter what you do with it, strip it down to basic, compress it, WAN optimize it or throw it in the cloud it still under performs. You users start to complain, and your emails start to pile up with trouble tickets. You look at your network of 10 locations and don’t want to throw money at the circuits so what do you do? I’ll give you 3 ways to improve your app performance.
This was the first year I have had a chance to go to Channel Partners. A Telecommunications and Cloud technology conference held in Las Vegas. Needless to say, it was a great first experience and there was so much to take in it got me pumped up to work with all the vendors that were there. In this write up I’ll go through the top 5 takeaways that really stuck with me over the course of the show.
I believe in the power of the internet 100% and selling it fully throughout my telecom career. However, I can learn to adapt to what is important to customers and I always had it in the back of my head that it wasn’t getting a circuit. I’ll explain the reason why I have changed my mind when it comes to the internet.
1. That day when you look at your data bill and see that 50Mb line you subscribed to 4 years ago is way too high. I mean greater than $2000 a month high. We all know technology changes and that does not exclude fiber availability. For $2000 today you can get between 500Mb to 1Gb depending on the fiber provider in your area.
The entire “cloud” movement is built on physical hardware that ingests your data and gives it back to you. We like to pay as we go and don’t like to manage things ourselves. In business that translated to our apps being in the cloud, our desktops, our desk phones and our emails. All those services have been moved to the cloud and that cloud runs on physical hardware.