Quest Technology Management

Helping clients manage their technology for over 30 years.

Cloud-Reluctant Customers: Do You Walk Away?

Thus far, much of cloud computing has been “coin-operated”. Put in your quarter and out comes X amount of real-time data storage or Y period of email service, forms analysis, payroll processing, etc. The payoff: An affordable OpEx transaction that instantly delivers. So easy, so hassle-free — as long as you “fit in the box” of offerings available from the Cloud Provider. But what about those customers that don’t fit, or that aren’t willing to accept the tradeoff between affordable-instant-easy transactions and what they perceive to be loss of control over their data and processes – do you just walk away? In short, you’d be making a terrible mistake to assume these apparently cloud-reluctant customers are beyond your reach. I recommend checking out this post from Quest’s Director of Sales, Gary Schick, originally published on Channel Partners Peer-to-Peer blog.

Do-It-Yourself Consumers of Cloud

bunch of gears shaped like a cloud
We have all been in that conversation, when a customer is describing a need, a capability or a solution requirement that is a perfect fit for a Cloud-based platform. Before they even finish speaking, we have the “answer”! We cannot wait to jump in and prove how “smart we are”, how our company, our ecosystem partners, or our Cloud offerings are cutting-edge. One problem. What if your client doesn’t buy into the Cloud strategy? What if they want to manage their core infrastructure, keep their data in-house and be able to “touch” their production? Regardless of the fact that Cloud-based solutions can remove complexities, this type of DIY IT buyer is impervious to white papers, TCO models, ROI calculators and any other presales tool used to funnel their IT spend to Cloud computing. Now what? Continue reading

New, partner-ready Quest cloud solutions and our enhanced partner portal — designed to boost sales and recurring revenue

Quest is proving its’ commitment to helping you grow your business with the launch of our new partner-ready Cloud solution offering — Desktop-as-a-Service (DaaS). Helping you make DaaS into a new revenue stream We’ve designed our new Desktop-as-a-Service (DaaS) cloud offering to help you support customers engaging in the consumerization of their IT. Quest’s DaaS enables your customers to shift the hassles of end-user desktop device management to the Cloud. End-user desktops look and perform as usual and remain secure even as the desktop images are rapidly deployed on-demand to virtually any device (including employee-owned) anywhere. 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

Accelerating the technology solution conversation

Blank word balloonsSelling technology solutions means your outcomes will be more complex and will require greater technical reach and expertise. Your focus shifts from dangling the lowest commodity prices before an ever-churning customer base to providing technology that’s so effective at improving business processes and solving business problems that your customers turn to you again and again. This brings you into deeper, longer-term relationships with your customers. And the customers you engage will typically be key decision-makers, such as CFOs and CEOs. 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.

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