I’m sure this has happened to you recently – You finally get a customer that says, “I need to refresh my infrastructure, can you get me a quote for Cloud-based Servers/Desktops?” You’re excited and you proceed to contact your three favorite vendors AND hopefully we’re one of them. Here’s what happens next:
- Each of the suppliers that you contacted asks you to set up a call with the customer to further define the requirements or….
- Each of the suppliers gives you a spec sheet that contains all of the data points needed to provide a quote.
- At the end of the day, you get back 3 proposals that look like Latin, Cantonese, and Ancient Greek.
- Still wanting to be the consummate professional, you send them back to the customer, who equally as confused, politely says “thanks” and goes back to their Data VAR and buys another round of hardware.
You know what just happened? You weren’t willing to pick your horse BEFORE the race began. Folks, Cloud Computing is not like network and it’s not like Hosted PBX. In those instances, you can pick three vendors and you’ll get back three types of apples. When you try to do that with infrastructure, you’ll get an apple, a toothbrush, and a muffler! This is the paramount difference between cloud-based telephony and cloud-based infrastructure.
Be smart, stick with a vendor you know and trust, expose them to the customer from the very beginning, and watch that horse cross the finish line first!
For more, check out part II of this article: Selling Cloud Services – High Risk, High Reward when Choosing a SupplierCategories: Channel