Thursday, January 05, 2012

KVM over IP – the IT manager’s life insurance

It’s a known saying that your customers are the best advocates of your solutions and products. When that happens, your chances of closing the deal rise dramatically. In a recent sales meeting with a prospect customer one of our sales managers, Moti, experienced just that!

The customer is fortune 1000 company in the insurance industry that is consolidating its three legacy data centers into a new “lights out” data center, looking to streamline operational costs, increase efficiency and productivity of their IT staff and of course provide better service to their on-line customers.

Moti started off the meeting presenting the many benefits of an KVM over IP switch, emphasizing in particular on the critical aspect of out-of-band access - that while day by day maintenance will be done using applications like RDP, VNC or SSH (to name just a few), when disaster hits once in a blue moon, can be even once a year, in the form of an OS crash (blue screen of death ring a bell?) THEN, the ONLY means of accessing the server’s BIOS and attempting a fix is through the KVM over IP switch…

At this point in the meeting the customer politely intervened saying something like "Moti, you don’t have to sell us on this, we are in the insurance business…we sell products that in some cases are never used (!) And in other cases are used only once…but still, the mere thought of not having an insurance for when disaster happens once in a lifetime is so horrifying that everyone buys them

Now, take out the word “insurance” from the quote above and replace it with “KVM over IP switch” and you have an elevator pitch for convincing your CFO why you need the most reliable and secure KVM over IP solution, whether you are a fortune 100 enterprise or a doctor’s clinic.

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