SALES STRATEGY AND TACTICS

Technology-related procurement processes are complex and becoming evermore convoluted and tortuous with numerous stakeholder involvements. Service Provider Sales
Enterprise Sales


Service Provider (SP) Sales
SPs need to evolve existing business models to capture a greater portion of their users spend for communication, information and entertainment services. They are thinking beyond basic infrastructure implementation and are asking for solutions that bring both the minimum required intelligence to their networks and the applications that deliver the integration, flexibility and personalization today's users demand. They want the vision, business case, and market research support. In other words a multi-level sales strategy is called for.

The C-suite wants a clear strategy roadmap to increasing shareholder value. They demand a compelling business case, go-to-market strategy and the supporting market research that makes for a compelling story.
  • How do we keep existing service users and attract new ones?
  • What applications are available and with what time-to-market?
  • Which market segments should we address?
  • How should we charge for it?
  • How will consumers access the applications?
  • How do provide a consistent end-user experience?

The technical team wants the evolutionary buildout roadmap that's fully aligned with fulfilling end-customer demand and at what capex/opex requirements timelined. In particular, the CTO organization will be focused on how the company's service evolution will affect its platform architecture evolution. The CIO team is focused on with BSS/OSS evolution and integration of 3rd-party application development.

Other key issues will be:
  • Openness, availability and maintainability of architecture
  • Availability of professional services/network integration support
  • Vendor ability to be highly attentive, potentially valuable strategic partner

Market Strategy and Analytics Partners understands this market place and will support you in:
  • Strategically managing large account customers
  • Developing effective sales systems
  • Developing and effectively managing the partnerships and alliances required for the win
  • Developing effective account plans
  • Executing effective sales calls

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Enterprise Sales
Enterprises conduct business across the world, the campus, between remote locations and headquarters and among supply chain partners in many different time zones driving the demand for such solutions as IP telephony, fixed-mobile integration, collaboration, and messaging. These solutions leverage the available broad spectrum of knowledge and expertise to exploit market opportunities when and where they present themselves. This is must have for the successful agile enterprise where timely innovation and fast time-to-market spell the difference between winners and also-rans.

As in the case of the service provider sale, a multi-level sales strategy is called for. The C-suite wants a clear strategy roadmap to increasing shareholder value. They demand a compelling business case inclusive of the options for hosted and managed solutions, and the supporting market research that makes for a compelling story in their vertical - Healthcare, FIRE, etc.
  • What applications are available?
  • What's the appropriate roadmap for the company to follow in adding applications and what incremental net benefits can be expected?
  • Should we buy or lease?
  • Openness, availability and maintainability of architecture
  • Availability of professional services/network integration support
  • Vendor ability to be highly attentive, potentially valuable strategic partner

Market Strategy and Analytics Partners understands this market place and will support you in:
  • Strategically managing large account customers
  • Developing effective sales systems
  • Developing and effectively managing the partnerships and alliances required for the win
  • Developing effective account plans
  • Executing effective sales calls

Back to Top
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