|By Cloud Best Practices Network||
|February 1, 2011 01:23 PM EST||
Our sales consulting services help organizations adopt business transformation maturity programs to improve their selling effectiveness. This includes adopting it internally and also incorporating it into client solution programs.
Level 5 Solution Selling integrates i) Solution Selling, the sales best practice developed by Mike Bosworth, which improves the skills of individual salespeople, and ii) a maturity model to transform the overall organization to become more solution sales oriented.
When we began our engagement at PSINet the sales team operation was mainly 'transactional' - A telesales approach focused on shifting high volumes of low revenue level deals, averaging around $10k per annum.
Our remit was to expand the organization into the enterprise sector, which we achieved through establishing a Solution Selling major accounts team. As Mike Bosworth says at the beginning of the book "Solution Selling is about making the way you sell as big an advantage as your product or service", and this team pioneered this approach to penetrate the Fortune1000 blue-chips.
Solution Selling provides a framework for junior 'journeymen' salespeople to evolve from product-centric, feature/benefit selling into the consultative approach required for managing high value, complex outsourcing deals. Our team began bringing in the first $100k+ per annum deals which then grew consistently from there to ultimately become $1m+ Internet outsourcing deals.
Furthermore I expanded the principles of Solution Selling to be 'Strategic Selling', adding another dimension of business benefits that considered the overall goals of the organization, where :
- We pioneered the development of new products and solutions. We created the first complex web hosting services for the European market.
- Channel partners - Our channel program established relations across the IT industry, with major partners like IBM and Microsoft, as well as a raft of IT resellers.
- Vertical industry specialism - Solutions were tailored for key sectors like media and finance.
- PR - When first arriving from the USA no one had heard of the organization, and so our key blue-chip wins were publicized to establish the brand.
The results of this program was hugely successful, establishing PSINet as the dominant market leader in the new and exploding enterprise web hosting market, ultimately fostering the growth of the London data-centre market.
Level 5 Transform Selling
In particular a key success of the campaign was that it 'lead the charge', in terms of developing new solutions in response to market needs, demonstrating the principle of what Bosorth calls expanding into your 'conceptual territory', ie. breaking new markets as well as servicing existing demand.
Critically this set a precedent for what was possible, and having blazed these trails other salespeople were quick to follow. They also began to seek out and ultimately win these types of larger deals too, later joining the major accounts team.
This established a career path, an organizational structure that catered for staff being assigned to junior, senior and strategic levels of selling, and progressing through them via training and mentorship.
Building this type repeatable structure is the main reason for using best practice maturity models. In the case of Sales there is the BD-CMM, which provides the 1-5 maturity levels for improving this overall Solution Selling capability of the organization.
Furthermore vendors can improve their sales effectiveness by utilizing business transformation models as a value justification framework for Solution Selling their products.
For example this can be used for Unified Communications tools. This case study we developed at BT, Transforming Team Communications, illustrates this eloquently. This documents how the 'bleep process', one of the most inefficient communications processes within the acute clinical environment, was transformed through a UC deployment.
The paper documents the transformation business case, how the UC installation was justified through a clear business case that identifies the process improvements that deliver the cost savings that pay for it. This business case approach is the backbone of Solution Selling, which is contrast to a product-centric feature/benefit selling and provides a repeatable methodology for building these engaging proposals.
Next - Solution Selling Enterprise Cloud Computing
Following on we'll be defining a program that repeats the approach we utilized at PSINet to build the first enterprise web hosting market, to do the same for this era of Cloud computing.
Traditional on-premises data centers have long been the domain of modern data platforms like Apache Hadoop, meaning companies who build their business on public cloud were challenged to run Big Data processing and analytics at scale. But recent advancements in Hadoop performance, security, and most importantly cloud-native integrations, are giving organizations the ability to truly gain value from all their data. In his session at 19th Cloud Expo, David Tishgart, Director of Product Marketing ...
Dec. 2, 2016 01:00 PM EST Reads: 1,368
Join Impiger for their featured webinar: ‘Cloud Computing: A Roadmap to Modern Software Delivery’ on November 10, 2016, at 12:00 pm CST. Very few companies have not experienced some impact to their IT delivery due to the evolution of cloud computing. This webinar is not about deciding whether you should entertain moving some or all of your IT to the cloud, but rather, a detailed look under the hood to help IT professionals understand how cloud adoption has evolved and what trends will impact th...
Dec. 2, 2016 01:00 PM EST Reads: 2,434
More and more brands have jumped on the IoT bandwagon. We have an excess of wearables – activity trackers, smartwatches, smart glasses and sneakers, and more that track seemingly endless datapoints. However, most consumers have no idea what “IoT” means. Creating more wearables that track data shouldn't be the aim of brands; delivering meaningful, tangible relevance to their users should be. We're in a period in which the IoT pendulum is still swinging. Initially, it swung toward "smart for smar...
Dec. 2, 2016 12:11 PM EST Reads: 141
Internet of @ThingsExpo, taking place June 6-8, 2017 at the Javits Center in New York City, New York, is co-located with the 20th International Cloud Expo and will feature technical sessions from a rock star conference faculty and the leading industry players in the world. @ThingsExpo New York Call for Papers is now open.
Dec. 2, 2016 12:00 PM EST Reads: 1,823
"ReadyTalk is an audio and web video conferencing provider. We've really come to embrace WebRTC as the platform for our future of technology," explained Dan Cunningham, CTO of ReadyTalk, in this SYS-CON.tv interview at WebRTC Summit at 19th Cloud Expo, held November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA.
Dec. 2, 2016 12:00 PM EST Reads: 126
Everyone knows that truly innovative companies learn as they go along, pushing boundaries in response to market changes and demands. What's more of a mystery is how to balance innovation on a fresh platform built from scratch with the legacy tech stack, product suite and customers that continue to serve as the business' foundation. In his General Session at 19th Cloud Expo, Michael Chambliss, Head of Engineering at ReadyTalk, discussed why and how ReadyTalk diverted from healthy revenue and mor...
Dec. 2, 2016 11:45 AM EST Reads: 1,450
When it comes to cloud computing, the ability to turn massive amounts of compute cores on and off on demand sounds attractive to IT staff, who need to manage peaks and valleys in user activity. With cloud bursting, the majority of the data can stay on premises while tapping into compute from public cloud providers, reducing risk and minimizing need to move large files. In his session at 18th Cloud Expo, Scott Jeschonek, Director of Product Management at Avere Systems, discussed the IT and busin...
Dec. 2, 2016 11:30 AM EST Reads: 3,737
In an era of historic innovation fueled by unprecedented access to data and technology, the low cost and risk of entering new markets has leveled the playing field for business. Today, any ambitious innovator can easily introduce a new application or product that can reinvent business models and transform the client experience. In their Day 2 Keynote at 19th Cloud Expo, Mercer Rowe, IBM Vice President of Strategic Alliances, and Raejeanne Skillern, Intel Vice President of Data Center Group and G...
Dec. 2, 2016 11:30 AM EST Reads: 1,842
Extracting business value from Internet of Things (IoT) data doesn’t happen overnight. There are several requirements that must be satisfied, including IoT device enablement, data analysis, real-time detection of complex events and automated orchestration of actions. Unfortunately, too many companies fall short in achieving their business goals by implementing incomplete solutions or not focusing on tangible use cases. In his general session at @ThingsExpo, Dave McCarthy, Director of Products...
Dec. 2, 2016 11:00 AM EST Reads: 393
"Qosmos has launched L7Viewer, a network traffic analysis tool, so it analyzes all the traffic between the virtual machine and the data center and the virtual machine and the external world," stated Sebastien Synold, Product Line Manager at Qosmos, in this SYS-CON.tv interview at 19th Cloud Expo, held November 1-3, 2016, at the Santa Clara Convention Center in Santa Clara, CA.
Dec. 2, 2016 11:00 AM EST Reads: 393
You have great SaaS business app ideas. You want to turn your idea quickly into a functional and engaging proof of concept. You need to be able to modify it to meet customers' needs, and you need to deliver a complete and secure SaaS application. How could you achieve all the above and yet avoid unforeseen IT requirements that add unnecessary cost and complexity? You also want your app to be responsive in any device at any time. In his session at 19th Cloud Expo, Mark Allen, General Manager of...
Dec. 2, 2016 10:45 AM EST Reads: 1,590
Data is the fuel that drives the machine learning algorithmic engines and ultimately provides the business value. In his session at Cloud Expo, Ed Featherston, a director and senior enterprise architect at Collaborative Consulting, discussed the key considerations around quality, volume, timeliness, and pedigree that must be dealt with in order to properly fuel that engine.
Dec. 2, 2016 10:30 AM EST Reads: 1,897
The 20th International Cloud Expo has announced that its Call for Papers is open. Cloud Expo, to be held June 6-8, 2017, at the Javits Center in New York City, brings together Cloud Computing, Big Data, Internet of Things, DevOps, Containers, Microservices and WebRTC to one location. With cloud computing driving a higher percentage of enterprise IT budgets every year, it becomes increasingly important to plant your flag in this fast-expanding business opportunity. Submit your speaking proposal ...
Dec. 2, 2016 10:15 AM EST Reads: 2,020
As ridesharing competitors and enhanced services increase, notable changes are occurring in the transportation model. Despite the cost-effective means and flexibility of ridesharing, both drivers and users will need to be aware of the connected environment and how it will impact the ridesharing experience. In his session at @ThingsExpo, Timothy Evavold, Executive Director Automotive at Covisint, discussed key challenges and solutions to powering a ride sharing and/or multimodal model in the age ...
Dec. 2, 2016 10:00 AM EST Reads: 1,069
Businesses and business units of all sizes can benefit from cloud computing, but many don't want the cost, performance and security concerns of public cloud nor the complexity of building their own private clouds. Today, some cloud vendors are using artificial intelligence (AI) to simplify cloud deployment and management. In his session at 20th Cloud Expo, Ajay Gulati, Co-founder and CEO of ZeroStack, will discuss how AI can simplify cloud operations. He will cover the following topics: why clou...
Dec. 2, 2016 10:00 AM EST Reads: 502
Regulatory requirements exist to promote the controlled sharing of information, while protecting the privacy and/or security of the information. Regulations for each type of information have their own set of rules, policies, and guidelines. Cloud Service Providers (CSP) are faced with increasing demand for services at decreasing prices. Demonstrating and maintaining compliance with regulations is a nontrivial task and doing so against numerous sets of regulatory requirements can be daunting task...
Dec. 2, 2016 10:00 AM EST Reads: 602
Fact: storage performance problems have only gotten more complicated, as applications not only have become largely virtualized, but also have moved to cloud-based infrastructures. Storage performance in virtualized environments isn’t just about IOPS anymore. Instead, you need to guarantee performance for individual VMs, helping applications maintain performance as the number of VMs continues to go up in real time. In his session at Cloud Expo, Dhiraj Sehgal, Product and Marketing at Tintri, sha...
Dec. 2, 2016 10:00 AM EST Reads: 691
Major trends and emerging technologies – from virtual reality and IoT, to Big Data and algorithms – are helping organizations innovate in the digital era. However, to create real business value, IT must think beyond the ‘what’ of digital transformation to the ‘how’ to harness emerging trends, innovation and disruption. Architecture is the key that underpins and ties all these efforts together. In the digital age, it’s important to invest in architecture, extend the enterprise footprint to the cl...
Dec. 2, 2016 09:30 AM EST Reads: 2,108
Effectively SMBs and government programs must address compounded regulatory compliance requirements. The most recent are Controlled Unclassified Information and the EU's GDPR have Board Level implications. Managing sensitive data protection will likely result in acquisition criteria, demonstration requests and new requirements. Developers, as part of the pre-planning process and the associated supply chain, could benefit from updating their code libraries and design by incorporating changes. In...
Dec. 2, 2016 09:30 AM EST Reads: 888
CloudJumper, a Workspace as a Service (WaaS) platform innovator for agile business IT, has been recognized with the Customer Value Leadership Award for its nWorkSpace platform by Frost & Sullivan. The company was also featured in a new report(1) by the industry research firm titled, “Desktop-as-a-Service Buyer’s Guide, 2016,” which provides a comprehensive comparison of DaaS providers, including CloudJumper, Amazon, VMware, and Microsoft.
Dec. 2, 2016 09:30 AM EST Reads: 624