Quest Technology Management

Helping clients manage their technology for over 30 years.

Quest Partner Program: Helping Partners Differentiate Themselves

The challenge of finding new customers or demonstrating the benefits of moving up the services value chain to existing customers is paramount for any sales rep. By offering Quest’s FREE Assessments, you identify and sell to customers’ pain points rather than focusing on technology – you’re positioned to meet customers’ immediate needs, therefore creating up selling opportunities. Continue reading

Finding your way in a hybrid cloud future

Traffic signs showing the way into a sky filled with clouds
As anyone who does business with smaller enterprises knows, most have begun to use some sort of cloud service. One survey conducted last summer for EMC shows 62% using cloud — up from 28% a year earlier. Note that most of these companies are using public cloud services, and plenty of that use is what’s called ‘shadow IT’ — which is to say, end-users are doing unauthorized end runs around their IT departments to access these public cloud services for the sake of convenience and ease of use. Continue reading

Opportunity knocks: Customized cloud solutions

Cloud-shaped toolbox with a drawer open. In the drawer the word Data is stacked.As you move toward providing technology solutions, how your efforts generate revenue changes dramatically. Much of your revenue will come from recurring service-oriented business rather than price- and product-based transactions. A prime example of this is customized cloud services — what we at Quest call shape-your-own cloud, which takes advantage of the best of public and private clouds. The difference between customized clouds and public clouds (think Amazon, Google, etc.) is not unlike the difference between transactional and solution-oriented selling: A customized cloud gives customers the advantages of a precise fit with their needs that public clouds don’t, including … Continue reading

Meet the technology solution selling sweet spot

The most successful technology solution sell is the one that nails this sweet spot: Graph showing the technology selling sweet spot Thus as you shift from transaction sales, you’ll need to make a serious commitment not only to mastering the art of technology solution sales but also to …
  • Developing significantly deeper relationships with your customers, and
  • Accessing the technical skills that will enable you to tailor a mix of vendor solutions to fit your customers’ unique requirements.

The 7 payoffs of solution-oriented technology selling

Success image
Upending a business model that you’ve lived by for years is very tough. It can be hard to believe that just a short distance from where you’re standing there’s a more stable, more lucrative approach to selling technology. So I offer a list of reasons for shifting to a solutions model. This is only a part of the journey — but understanding these payoffs is a crucial and necessary first step. Continue reading

Solutions-oriented, relationship-based technology selling: Not beyond your reach

Professional man and woman working out terms of a sale
For many years, there’s been a good living to be made from hardware, software, and communications bandwidth sales transactions. Good enough, in fact, that getting called a ‘box pusher’ or a ‘circuit slinger’ kept you laughing all the way to the bank. Ah, but times they are a-changin’. Many businesses have cut CapEx budgets that traditionally funded so much hardware and software. Now more and more customers seek solutions rather than boxes and circuits. And commissions are getting squeezed, requiring more work just to sustain the same income level. Continue reading