Category: D-Guide

Dave Guide: Sales Pitch (Talk) – Part 1 (Product)

Today (24th June 2015) is a wonderful day, I was doing what I am best at teaching my subordinate, “he is smart, he is active, by the way he is the only one till date who wants to know more then what I explained him” I hope he liked it !!. He came to me and asked “how many maximum memory are support in a server” let me tell you buddy, it depends buddy on the server models. No worries, you will learn more and more as much as you are on field. “All Sales guys this is for you all, please understand you were not born sales candidate, you cant sell anything and everything”. Example: I like driving cars “I have valid license” and can drive any car but it is not necessary that I will be able to drive all types of cars in the world. I like to go on for a long drive but not necessary that I know all the roads I wish to travel.

Being sales people what all things you wish:

• I need to make numbers.
• I should be able sell anything and everything my organisation gives me.
• I need incentive to be able to make more then my salary
• Company should recognise me as a best selu “Slang version of best sales guy”

Let me give you some my own sales secrets “I am not sure they may be worldwide known as well (I have not copied any information from anywhere this is my own version)”

Sales is a process and divided in multiple areas which involves product, people and process “3P’s”

Products:

Let me say your technology refers to the products or technology solutions that an organisation deals with.

People:

Audience that you meet to showcase you organisation capabilities and type of people (Customer) involved at customer site (CTO, CIO, CFO, CEO, IT MGR, IT ADMIN etc)…

Process:

The way you represent or showcase or conceptualise ideas to customers

Products:

Understand between product and solutions, if you want to sell only product then you have to have broad knowledge on that product. You should be able to relate that product with customer requirement and current infrastructure line items that will assist the customer for their IT needs. If you are selling solution, “wooow man the most difficult part” (Shhh My Secret: your company should as well know what solution they sell for you to go and sell).

You need to have sound knowledge about the solution “If you are not taught then you have to learn”, and try building solution in and around current and future technology.

You are the mean machine who should be able to identify what are the key areas of the solution that will benefit customer. If you take anything and everything to customer then its like a laundry list, which is not important for customer.

If you talk about anything and everything then customer will think your company does not differentiate between your competitors. This will be one of the most weakest link within your organisation. This will as well complicate your customer to what they wish to talk to you, what they would like to invest in.

Solutions:

Solutions do differentiate you (Your organisation) from others as you will try to identify areas that will benefit customer organisation. Solutions are combination of technologies that you can elevate your target customers. “Westerners (IT Matured), look for specialisation”, whether it solutions, products, or job. They would like to hire best of breed people or companies. They would like to know who is best at what. Solutions are always of wide variety they include components that would encompass connecting all your links to create one chain.

It takes hell lot of time for any new comer “Sales, Pre-sales or Techno sales”,to gell within organisation to understand those solution. Every solution company have their own way of solution designing. If you need to know all those solutions and present to customer be the first to ask your company what is best to start with “NO LAUNDRY LIST PLEASE”.

Solutions Companies:

I have seen companies who wish to visualise their organisation as a solution company but they are not best at managing their technical (experts) people. Organisation have to make sure they target particular solution “As a Ammunition” to their sales representative. Educate them how to present our own expertise in terms of solution “One at a time”.

• They need to be educated in terms (some) of the following:
• What to talk and what not to talk.
• How to present yourself
• How to represent your company
• How to interpret requirements and engage customer

Let me tell you my own story:

I was asked by one of my good customer to provide storage (Backup mis interpreted by customer) solution for their infrastructure upgrade solution. “Can you please elaborate  what is your exact requirement” I asked. “I want you to quote me the solution”, customer replied. “Sir the solution what you are asking is not meeting your requirement, can we meet”. “No” replied customer, then he shared what was other quote about and exact requirement for their server upgrade.

I was shocked that customer was looking, Rack mountable servers to be upgraded to Blade Technology. “We used to sell Backup to Disk solution which customer thought was a storage”.

This is where I was sure customer is confused and I need to talk to them. Once he has shared solution requirement. I asked him “Can we meet for just 15 minutes”. “Not Today, I am finalising  by day after tomorrow and if you cant then I will proceed with what I have, kindly share your quote”. I was wondering whole night, I was going through the solution that he has shared, I found some missing links within the solution by that night. Following morning I called customer “Can you please give me just 15 minutes, the solution which you are asking is not complete and I would like to meet with you” . Costumer thought for a while and agreed “You have only 15 minutes please hurry”, it took me 8 minutes to reach customer site. I was having only 9 minutes spare “ooops”.

As soon as I entered I took 3 minutes to make my customer comfortable, now I had only 6 minutes left. We started discussion the solution which he shared. I started to the point “I had only 6 minutes”. I converted those 6 minutes to 3 convincing hours customer to buy the solution which I planned for him. Finally he is my happy customer, I would like to thank my customer for giving me those 15 minutes and making me feel proud that. We as a company can deliver what we are at best.

Kaboom I was able to do a sales !!!

To Be Continued…..

Posted in D-Guide Tagged with: CEO, CTO, Sales, Santosh Dave, Solutions

Dave Guide: Why are customers afraid of Cloud Technology in IT?

Cloud ! “While I was kid for me and for “my kid as of now” Cloud means big cotton flying in the air, when it becomes stale (Black) it will rain”. Those cloud travel from one place to another, identifying location to release. Actual cloud is again a service provider of water in the form of rain. (Finally I got this example)

• Cloud service providers are like a Bank operator, Electricity Board and Farmers….
• Cloud services are created, operated and managed by principals, they are best at it, they know our requirements.
• They have backend think tank, (working day and night) they make sure all services provided are in operations without any issues and secured too.
• They provide generic standards and we (Consumers) are the owners of our own data. We define policies on Who, When, How and What data will be accessible.
• This is similar to the locker system in bank, we have the key and other key is with the custodian. What information we store it, how we store, what do we do with that information is non of the concern of the custodian.

(Believe me your top secret & personal information is already on cloud in terms of online Storage, Email. Believe it or not today even the unborn baby data is on the cloud)

Company or personal data on cloud is similar to below examples we incorporate within our daily routine.

1. Bank: (Money on cloud)
Have you ever thought what does bank account mean?

You store your money (Company or personal) at one location and use it as and when required anywhere and in any form (Online Banking, Debit Card, Cheque, Credit Card, Loan, Investment etc…)

Imagine you deposited money in a bank, now you are transacting using any form, how does money travel? “Has any one from your bank took those money and deposited to recipient bank account?”, “absolutely no way”.

You do online transaction what does that mean? You are using cloud to transact using your credentials. You are assured that money transacted is securely transferred.

You do not create your own banking account or site to operate, there are people and team who knows about the process and procedures and you rely on them.

2. Electricity (Power on Cloud)
You use electricity at your home, office, clubs, etc…where does it come from?

It is again cloud based distribution – pay per use, apart from that you don’t see. It travels using Transformers, cables, switches etc. You use this electricity using different forms (Lights, Fans, Refrigerators, TV, etc…)

You pay for the same and don’t argue with the providers as it is important integral part of your life style.You manage and operate this utility as per your needs and make sure you protect it. You don’t  misuse it because you know everyone needs it and is not in abundance.

You do not generate on your own that is been done my the people or team who knows how to generate, operate and deliver. You as a end user rely on them so do their job efficiently.

3. Grains (Food on Cloud)
You buy raw food for cooking, “Have meals 3 times a day, to keep yourself fit and fine”, did you every knew the following before buying raw food:

Farmer, Agent, Warehouse, Type of Delivery, Reseller and finally your kitchen. Kitchen is as well a cloud based shelf, you store ingredients and use as and when required.

You tend not to waste food but still “you know well”. You buy as required, store only if required, you use only the amount of food required, you protect food so can be used for future.

This way you do not tend to grow food your self (Some do, but limited to hobby). That effort is been done by someone who good at it. They make sure the final delivery that we get it to our kitchen is good for health.

Still you feel Cloud is not secured?

Posted in D-Guide Tagged with: Cloud Security, IT Cloud, Online Banking

Dave Guide: Customers and Kids

Today a thought came to me when I picked by kids from school, “My angels kids I adore them my elder is son and younger is my princes”. Looking at them I miss my good old childhood days, today whatever I am, would have been much better if I could have got what they have today.

Every time we go out they would demand one thing or other, “oh my gosh every time?”, “yep they do that”. They demand, demand, demand, they convince “specially my princess, please get me a doll !!”. They make sure I get them what they want and when they want. They will identify my weaker areas and pester those to make sure I give it into their all sort of manipulative ways to convincing demands. My elder one wants to be like me, “Am I that adorable?”, but when he says this I feel proud. I look into mirror and visualise myself as a responsible person, a mentor, a Guide, a Leader, a Faithful person, a Believer, you name it.

• Why would they do so?
• What is it that they think I can do anything for them?
• Where would they get those ideas?
• What is it that I gave them yesterday that they ask for more?
• What makes them confident that I will be able to deliver?

Yes ! that is what I mean, similarity between customer and kids.

First time we meet customer is like a new born baby, we adore, we try to translate our thought within them. We call them with their name, we make sure they are taken care, we try to understand their language. We try to make them understand our feelings. We be with them for many hours.

As time passes by we make sure customers grows with us. We educate customers with our knowledge “Knowledge always grows when we share”. We make sure they succeed so that we succeed. We make sure they feel comfortable to be with us. Initially they demand “as what is happening between me and my kids”, we give in, we give little extra. This is where we create bond between us and customers.

Customers as well start believing in us, they feel comfortable to talk to us “whether personal or professional” “I love to be with customers for whatever time frame”. We listen to them make sure they are heard for their needs.

• What are their needs? They want to prove in an organisation that they are hired for the job which is supposed to be done and they can deliver.
• What is their best interest in that? They want to learn more about what is happening around. Where are they heading to? “Its like a guidance (career path) to a college going kid”.

Customers always need to know who is best vendor to be with. They have a reason to be with vendor. They know we are the best “Guide, Mentor, Believer, Faithful”. They have seen us delivering once and often when they were in need. We have to prove our competency on delivery to make them believe in us once and always.

Finally customer is like a family member will make sure they have got what they needed and they would as well refer us to others to make sure we succeed further“Just like our your kids introduce to their friend”. That is because we have invested in their belief, their growth from adolescent to adulthood.

You have to be always in touch with them, (whether they like it or not) keep asking,“Kids when they are fully grown we care more”, they are the ones to make sure to award us for our commitment, truthfulness, happiness, growth in terms of bond between us.

Keep ourselves updated with latest trend to make sure customers are aware that we know what we are into, “my princes once told my wife, look that aunty looks so pretty in that dress why don’t you wear such pretty dress”

Always remember they both (Kids and Customers) are demanding, aggressive, friendly, caring.

Its up-to us how we do the upbringing, “If you wish to be respected, respect others” “If you wish others to obey you, obey others”.

Never miss an opportunity to be with them. Look after them and they will look after you…Let me know your thoughts.

Posted in D-Guide

Dollar Spent in IT is Expense or Investment

 

Dollar spent in IT is an Expense or Investment?

All you need to know about IT investments:

About me:

Hi I spent around 14 years in Infrastructure Technology consulting area, “its been long journey”. What did I learn, earn, earn, earn these were the only words I used to remind myself for almost 6 years (Those word included “L” as well before earn). I started to know what is computer, application, website, “sometimes even I used to do a odd jobs in IT”. But I never let “L”earn go away, it never stopped me from “L”earning. I did it for me myself for 6 years as I wanted to “L”earn. Sometimes I had spent almost around 120 Hrs in a week without sleeping. My parents would ask “are you still alive”, yes I never said no.

Once my manager told me “don’t say yes when you want to say no” and that is the reason I am still able to shield all my hurdles. I took his words in other way, let me say it this way, “Say yes if you can do it, if not say no” don’t hesitate to say “no”.

Then came the question?

Am I doing enough to “l”earn?  I was offered a job by one of my best friend I respect him. He is the one to make me what I am today. “Thanks Buddy”, he is the only best friend in the world I have. I asked him will I be able to make make it through? Will I be successful? Do you think I am appropriate for this job? Then I remembered a quote from Mr. Richard Branson “If someone offers you a amazing opportunity and you are not sure you can do it, say yes – then learn how to do it later”. It worked for me I spent those 8 years as a non stop excitement.

What did I do past 8 years? That is when I started earning for the company. I felt amazing, every successful closures helped me to do more,learn more, learned business tactics, learned what does it take to add a customer in companies kitty all this for the company “not only mine” but for my all customers as well.

I met people “in the form of customer”, I did try to understand them, to educate them, made them believe in me. “Customers are the investors in any firm (Oganisation)”, they invest in our capabilities, our people, our product, our ideas, our relationship.

• How would I do it? This is where “L”earning came from.
• Questions I used to ask to customers?
• What do you have in IT?
• How does IT work for you?
• What do you think is deteriorating your IT Performance?
• Who is doing what in your IT department?
• How do you visualise your IT department after 5 years?
• What are the changes do you think you need to do in another 5 years
• Do you think a dollar spent in IT is utilised without wasting a cent?
• And So on…

Dollar Spent:Thats where I started to evaluate their dollar spent, I showed them how to utilise those extra cents as well that they have spent and is not utilised.

Dollar ”$$$” spent for IT is expense or investment is the difference I used to explain my customers.  This helped me to create a bond between customer and vendor relationship, “today all those customers are like my good friend”. They would like to know what does it take to show to management that a dollar spent in IT investment in terms of business operations that depends on IT.

IT Technologies and solutions do change every now and then. It is next to impossible for any IT Director, Manager or Administrator to know, they all need help. They all need people like us to guide them to be up to date with technology. This not only helps them to be with time, I would say this helps them to streamline themselves, operationalise, organise, manage and perform. They need help to show value to their management on what IT department doing in their organisation.

Management thoughts:

• If everything is working smooth in IT then why do we need to change (Upgrade) What is it that company will benefit if there is a change? “My friends (customers) know very well”, they are the one who has helped me to succeed and I intern did the same to them.
• So now its time to help all those who feel are deprived with solutions. Those who feel are not being addressed.

Start thinking before your company starts thinking !!

Posted in D-Guide