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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