{"id":34611,"date":"2019-10-31T21:59:22","date_gmt":"2019-10-31T18:59:22","guid":{"rendered":"https:\/\/prohoster.info\/blog\/kak-prodat-sd-wan-biznesu\/"},"modified":"2019-10-31T21:59:22","modified_gmt":"2019-10-31T18:59:22","slug":"kak-prodat-sd-wan-biznesu","status":"publish","type":"post","link":"https:\/\/prohoster.info\/ro\/blog\/administrirovanie\/kak-prodat-sd-wan-biznesu","title":{"rendered":"Cum s\u0103 vinde\u021bi SD-WAN afacerii","gt_translate_keys":[{"key":"rendered","format":"text"}]},"content":{"rendered":"

\"Cum \u00ce\u021bi aminte\u0219ti cum \u00een prima parte a blockbuster-ului \u201eOameni \u00een negru\u201d, speciali\u0219tii \u00een antrenamente de lupt\u0103 trag \u00een toate direc\u021biile spre mon\u0219tri din carton, \u0219i doar eroul Will Smith, dup\u0103 o scurt\u0103 reflec\u021bie, \u00eei \u201escoate creierii\u201d feti\u021bei din carton care avea \u00een m\u00e2n\u0103 o carte de fizic\u0103 cuantic\u0103? Ce leg\u0103tur\u0103 are, pare-se, SD-WAN? Toate se leag\u0103 foarte simplu: \u00een prezent, v\u00e2nz\u0103rile solu\u021biilor din aceast\u0103 categorie \u00een Rusia lipsesc. Ne ocup\u0103m de tema SD-WAN de mai bine de trei ani, am investit sute de zile om \u00een aceast\u0103 direc\u021bie, am investit \u00een formarea inginerilor, \u00een laboratoare \u0219i standuri, \u00een presale, prezent\u0103ri, demonstra\u021bii, teste, teste, teste... Dar c\u00e2te implement\u0103ri? Niciuna! <\/p>\n

A\u0219 dori s\u0103 discut despre cauzele acestui fapt \u0219i s\u0103 v\u0103 \u00eemp\u0103rt\u0103\u0219esc concluziile la care am ajuns \u00eempreun\u0103 cu colegii de la Cisco, pe baza analizei experien\u021bei noastre.
\n<\/a><\/noindex><\/p>\n

V\u00e2nz\u0103rile SPIN<\/h2>\n

\nNoi, la compania \u201eInfosistem Jet\u201d, iubim foarte mult tehnica de v\u00e2nzare SPIN. Ea se bazeaz\u0103 pe faptul c\u0103 v\u00e2nzarea nu este un monolog, nu este citirea unei pliante publicitare, ci un dialog. \u00cen acest sens, v\u00e2nz\u0103torul trebuie s\u0103 povesteasc\u0103 mai pu\u021bin \u0219i s\u0103 pun\u0103 mai multe \u00eentreb\u0103ri: de situa\u021bie, problematice, de extragere \u0219i de orientare.<\/p>\n

Principalul obiectiv este de a aduce interlocutorul la concluzia c\u0103 trebuie s\u0103 cumpere ceea ce vrei s\u0103-i vinzi.<\/p>\n

Acum c\u00e2\u021biva ani, exista un exemplu clasic de interviu al unui v\u00e2nz\u0103tor \u00eentr-o companie care vinde pixuri.<\/p>\n

\u2014 La ce folosi\u021bi pixurile?
\n\u2014 Practic, totul este pe computer \u0219i internet. Folosesc un pix doar pentru a semna documente.
\n\u2014 Probabil c\u0103 printre aceste documente sunt \u0219i contracte?
\n\u2014 Da, desigur.
\n\u2014 Au fost printre contractele pe care le-a\u021bi semnat unele pe care le-a\u021bi re\u021binut pentru toat\u0103 via\u021ba?
\n\u2014 Da, desigur.
\n\u2014 \u0218i eu cred asta. La urma urmei, acestea sunt, \u00een primul r\u00e2nd, amintiri. Amintiri despre victorii \u0219i realiz\u0103ri. Orice document poate fi semnat cu orice pix, cel mai ieftin. Dar nu ar fi mai bine s\u0103 semn\u0103m astfel de contracte importante, epocale cu un pix special, destinat ocaziilor speciale? Privind la el, \u00ee\u021bi vei aminti cum a fost \u0219i vei z\u00e2mbi?
\n\u2014 O idee interesant\u0103.
\n\u2014 A\u0219adar, uit\u0103-te la acest pix. Poate c\u0103 acesta este?
\n\u2014 Bine, bine, m-ai v\u00e2ndut, \u0219mecherule!<\/p>\n

Uneori, o astfel de abordare func\u021bioneaz\u0103 foarte bine, iar eu am avut o experien\u021b\u0103 foarte interesant\u0103 cu v\u00e2nz\u0103ri de acest tip! Dar nu \u0219i cu SD-WAN.<\/p>\n

Str\u0103in\u0103tatea nu ne va ajuta!<\/h2>\n

\nEste caracteristic c\u0103 situa\u021bia v\u00e2nz\u0103rilor de solu\u021bii SD-WAN \u00een str\u0103in\u0103tate se desf\u0103\u0219oar\u0103 invers, adic\u0103 chiar foarte bine! Nu exist\u0103 dificult\u0103\u021bi semnificative acolo. Motivul este costul ridicat al canalelor MPLS, mult mai scump dec\u00e2t canalele de internet. Odat\u0103 ce spunem c\u0103 o parte din traficul MPLS poate fi \"eliminat\u0103\" \u00een internet, economisim foarte mult - se poate considera c\u0103 v\u00e2nzarea s-a realizat. <\/p>\n

\u00cen Rusia, costul canalelor MPLS \u0219i al celor de internet este comparabil, iar \u00een unele cazuri, primele sunt chiar mai ieftine. Discut\u00e2nd recent cu un coleg de la un operator al \"marilor patru\", am aflat cu surprindere c\u0103 \u00een comunitatea operatorilor MPLS este perceput serios ca o re\u021bea intern\u0103. Internetul - acesta da, este serios, o ie\u0219ire \u00een marele lume!<\/p>\n

Tehnicienii nu trebuie s\u0103 v\u00e2nd\u0103 SD-WAN \u00een mod special. \u00cen practica noastr\u0103 a fost doar un caz \u00een care \u0219eful departamentului tehnic a spus c\u0103 are DMVPN \u0219i c\u0103 este mul\u021bumit. De obicei, oamenii tehnic instrui\u021bi \u00een\u021beleg foarte bine ce le va oferi SD-WAN. Apoi se duc la afacere - dar nu primesc buget. Sau \u00ee\u0219i dau seama imediat c\u0103 nu-l vor ob\u021bine \u0219i, prin urmare, nici nu se duc. Dar din pur interes sportiv, \u00eencep cu bucurie s\u0103 testeze.<\/p>\n

Ar fi trebuit s\u0103 reflect\u0103m asupra acestor fapte mai devreme, dar totul se \u00eent\u00e2mpl\u0103 atunci c\u00e2nd trebuie s\u0103 se \u00eent\u00e2mple.<\/p>\n

Confuzie digital\u0103<\/h2>\n

\nOdat\u0103 am venit la o persoan\u0103 respectat\u0103 cu stand-up-ul meu solo (pentru c\u0103 nu \u0219tiam ce \u00eentreb\u0103ri s\u0103 \u00eei pun). Mi-au alocat o or\u0103 \u00eentreag\u0103, dar m-au \u00eentrerupt dup\u0103 cincisprezece minute.<\/p>\n

\u2014 Ascult\u0103. Toate astea sunt, desigur, interesante. Dar \u0219tii ce este transformarea digital\u0103? C\u0103ci aud de toate p\u0103r\u021bile, dar nu \u00een\u021beleg nimic.<\/p>\n

\u0218i eu, din \u00eent\u00e2mplare, eram pu\u021bin la curent, a\u0219a c\u0103 am spus c\u0103 aceasta este o concept filosofic care afirm\u0103 c\u0103 tot ce este viu \u00een lume este muritor. Inclusiv orice afacere. F\u0103r\u0103 excep\u021bie.<\/p>\n

De aceea, transformarea digital\u0103 este despre amenin\u021b\u0103rile care pot veni din locuri ne\u0219tiute \u0219i despre oportunit\u0103\u021bile pe care acelea\u0219i amenin\u021b\u0103ri le ofer\u0103 celor mai agili. \u0218i apoi a \u00eenceput partea cea mai interesant\u0103.<\/p>\n

Persoana respectat\u0103 a ridicat receptorul, a sunat undeva \u0219i a spus:<\/p>\n

\u2014 Uite, transformarea digital\u0103 este despre amenin\u021b\u0103ri \u0219i oportunit\u0103\u021bi, nu despre digitalizare, despre care \u00eemi tot vorbe\u0219ti.<\/p>\n

A \u00eenchis receptorul.<\/p>\n

\u2014 \u0218i acest SD-WAN al t\u0103u se \u00eencadreaz\u0103 aici?<\/p>\n

\u0218i apoi am avut un dialog timp de \u00eenc\u0103 45 de minute.<\/p>\n

\u0218i aici, \u00een mintea mea, ceva s-a declan\u0219at. \u00cenc\u0103 nu am \u00een\u021beles nimic, dar \u00een sf\u00e2r\u0219it am \u00eenceput s\u0103 analizez. Foarte pu\u021bini \u00een\u021beleg ce \u00eenseamn\u0103 transformarea digital\u0103 \u0219i \u00een ce se deosebe\u0219te de digitalizare. P\u00e2n\u0103 acum nu exist\u0103 un standard, c\u00e2\u021bi oameni sunt, at\u00e2tea opinii exist\u0103. <\/p>\n

\u00cen esen\u021b\u0103, transformarea digital\u0103 este un concept care are scopul de a le reaminti managerilor despre durata limitat\u0103 de via\u021b\u0103 a companiilor lor. <\/p>\n

Sarcina credin\u021bei<\/h2>\n

\nV\u0103 propunem s\u0103 ne oprim, s\u0103 reflect\u0103m \u0219i s\u0103 \u00eencet\u0103m s\u0103 tragem \u00een \u201emon\u0219tri\u201d, care nu sunt vinova\u021bi de nimic. Trebuie s\u0103 g\u0103sim \u021binta corect\u0103.<\/p>\n

\"Cum
\n
\nPriviti cu aten\u021bie graficul v\u00e2nz\u0103rilor. Pentru ca v\u00e2nz\u0103rile s\u0103 aib\u0103 loc, trebuie s\u0103 ne concentr\u0103m pe cuadrantul din dreapta jos. Din acest motiv, consider\u0103m c\u0103 trebuie s\u0103 abord\u0103m v\u00e2nzarea SD-WAN ca pe un startup Lean. <\/p>\n

Cuv\u00e2ntul cheie aici este startup! \u0218i un startup \u00eencepe cu un \u201es\u0103rut al credin\u021bei\u201d, o presupunere care (ideal) trebuie verificat\u0103. Este important de men\u021bionat c\u0103 SD-WAN garanteaz\u0103 practic \u00eembun\u0103t\u0103\u021birea experien\u021bei clien\u021bilor.<\/p>\n

Asta am f\u0103cut: \u00eempreun\u0103 cu colegii de la Cisco am \u00eenceput s\u0103 realiz\u0103m proiecte pilot. Din propriile noastre fonduri. \u0218i deja pe re\u021belele \u201elive\u201d ale clien\u021bilor am g\u0103sit profituri din implementarea SD-WAN, p\u0103trunderea c\u0103rora nu era posibil de anticipat. <\/p>\n

De exemplu, am avut un caz \u00een care apelurile \u00een centrul de contact nu s-au mai \u00eentrerupt. Acest lucru s-a \u00eent\u00e2mplat deoarece SD-WAN a reu\u0219it s\u0103 comute rapid canalele \u00een caz de deteriorare a calit\u0103\u021bii. Un apel pierdut \u00een call center \u00eenseamn\u0103 un client pierdut. Iar acest lucru este \u00een\u021beles de afaceri: este o problem\u0103 \u2014 exist\u0103 \u0219i o solu\u021bie!<\/p>\n

\u00cen concluzie<\/h2>\n

\nSD-WAN se vinde destul de u\u0219or tehnicienilor, dar extrem de greu \u2014 afacerilor. Prin urmare, v\u00e2nzarea SD-WAN c\u0103tre afaceri ar trebui privit\u0103 ca un startup, adic\u0103 o munc\u0103 comun\u0103 de tip gueril\u0103 \u00eentre client, integrator \u0219i furnizor. \u0218i acest mod de abordare, suntem siguri, va duce la succes!<\/p>\n

Autor: Denis Dyzhin, Director de dezvoltare a afacerii Centrului de solu\u021bii re\u021bele de la \u201eInfostec Jet\u201d<\/i>
\n
Sursa: habr.com<\/a><\/p>","protected":false,"gt_translate_keys":[{"key":"rendered","format":"html"}]},"excerpt":{"rendered":"

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\u0440\u0435\u0448\u0435\u043d\u0438\u0439 […]<\/p>\n","protected":false,"gt_translate_keys":[{"key":"rendered","format":"html"}]},"author":1,"featured_media":26079,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[688],"tags":[],"class_list":["post-34611","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-administrirovanie"],"aioseo_notices":[],"aioseo_head":"\n\t\t\n\t\n\t\n\t\n\t\n\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\n","aioseo_head_json":{"title":"\ud83e\udd47Cum s\u0103 vinde\u021bi SD-WAN afacerilor | ProHoster","description":"Aminti\u021bi-v\u0103 cum \u00een prima parte a blockbusterului \u201eOameni \u00een 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