{"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\/sk\/blog\/administrirovanie\/kak-prodat-sd-wan-biznesu","title":{"rendered":"Ako preda\u0165 SD-WAN podnikaniu","gt_translate_keys":[{"key":"rendered","format":"text"}]},"content":{"rendered":"

\"Ako Pam\u00e4t\u00e1te si, ako v prvej \u010dasti blockbusteru \u201eMu\u017ei v \u010diernom\u201c excelentn\u00ed strelci v\u00fdcviku strie\u013eaj\u00fa na v\u0161etky strany po kart\u00f3nov\u00fdch mon\u0161tr\u00e1ch, a len hrdina Willa Smitha, po kr\u00e1tkom zamyslen\u00ed, \u201evytiahol mozgy\u201c z kart\u00f3novej diev\u010diny, ktor\u00e1 v ruk\u00e1ch dr\u017eala knihu o kvantovej fyzike? Kde je tu, zdalo by sa, s\u00favis so SD-WAN? V\u0161etko je ve\u013emi jednoduch\u00e9: dnes s\u00fa predaje rie\u0161en\u00ed tejto kateg\u00f3rie v Rusku prakticky neexistuj\u00face. T\u00e9mu SD-WAN sa zaober\u00e1me viac ako tri roky, investovali sme do nej stovky \u010dloveko-dn\u00ed, investovali sme do vzdel\u00e1vania in\u017einierov, laborat\u00f3ri\u00ed a st\u00e1nkov, presales, prezent\u00e1ci\u00ed, demon\u0161tr\u00e1ci\u00ed, testovania, testovania, testovania\u2026 Ale ko\u013eko realiz\u00e1ci\u00ed? \u017diadnych! <\/p>\n

Chcel by som sa zamyslie\u0165 nad pr\u00ed\u010dinami tohto faktu a rozpr\u00e1va\u0165 o z\u00e1veroch, ktor\u00e9 sme urobili spolo\u010dne s kolegami od Cisco na z\u00e1klade anal\u00fdzy na\u0161ich sk\u00fasenost\u00ed.
\n<\/a><\/noindex><\/p>\n

SPIN-predaje<\/h2>\n

\nV na\u0161ej spolo\u010dnosti \u201eInfosis\u00e9my Jet\u201c m\u00e1me ve\u013emi radi predajn\u00fa techniku SPIN. Je zalo\u017een\u00e1 na tom, \u017ee predaj nie je monol\u00f3g, nie je to \u010d\u00edtanie reklamn\u00e9ho let\u00e1ku, ale dial\u00f3g. Predajca by mal menej rozpr\u00e1va\u0165 a viac kl\u00e1s\u0165 ot\u00e1zky: situa\u010dn\u00e9, probl\u00e9mov\u00e9, zjavuj\u00face a nav\u00e1dzaj\u00face.<\/p>\n

Hlavn\u00e1 \u00faloha je privies\u0165 partnera k my\u0161lienke, \u017ee potrebuje k\u00fapi\u0165 to, \u010do mu chcete preda\u0165.<\/p>\n

Pred p\u00e1r rokmi sa objavil klasick\u00fd pr\u00edklad pohovoru predajcu vo firme, ktor\u00e1 pred\u00e1va pero.<\/p>\n

\u2014 Na \u010do v\u00f4bec pou\u017e\u00edvate per\u00e1?
\n\u2014 Vlastne, v\u0161etko je u\u017e d\u00e1vno v po\u010d\u00edta\u010di a na internete. Pero pou\u017e\u00edvam len na podpisovanie dokumentov.
\n\u2014 Medzi t\u00fdmito dokumentmi pravdepodobne existuj\u00fa aj zmluvy?
\n\u2014 \u00c1no, samozrejme.
\n\u2014 Boli medzi podp\u00edsan\u00fdmi zmluvami tak\u00e9, ktor\u00e9 si zapam\u00e4t\u00e1te na cel\u00fd \u017eivot?
\n\u2014 \u00c1no, samozrejme.
\n\u2014 Mysl\u00edm si to aj ja. Ve\u010f to s\u00fa predov\u0161etk\u00fdm spomienky. Spomienky na va\u0161e v\u00ed\u0165azstv\u00e1 a \u00faspechy. Podp\u00edsa\u0165 be\u017en\u00fd dokument m\u00f4\u017eete ak\u00fdmko\u013evek perom, t\u00fdm najlacnej\u0161\u00edm. Ale nestoja podpisovanie tak\u00fdch d\u00f4le\u017eit\u00fdch, epoch\u00e1lnych zml\u00fav za to, aby sa robilo \u0161peci\u00e1lnym perom, ur\u010den\u00fdm pre v\u00fdnimo\u010dn\u00e9 pr\u00edle\u017eitosti? Pri poh\u013eade na ktor\u00e9 si budete pam\u00e4ta\u0165, ako to bolo, a usmieva\u0165 sa?
\n\u2014 Zauj\u00edmav\u00e1 my\u0161lienka.
\n\u2014 Tak sa pozrite na toto pero. Mo\u017eno je to ono?
\n\u2014 Dobre, dobre, predal si, \u0161mejd!<\/p>\n

Niekedy tak\u00fdto pr\u00edstup v\u00fdborne funguje, a mal som ve\u013emi zauj\u00edmav\u00fa sk\u00fasenos\u0165 s tak\u00fdmito predajmi! Ale len nie so SD-WAN.<\/p>\n

Zahrani\u010die n\u00e1m NEpom\u00f4\u017ee<\/h2>\n

\nJe charakteristick\u00e9, \u017ee situ\u00e1cia so sprzeda\u017eou SD-WAN rie\u0161en\u00ed v zahrani\u010d\u00ed sa vyv\u00edja presne opa\u010dne, teda ve\u013emi dobre! \u017diadne osobitn\u00e9 \u0165a\u017ekosti tam nevznikaj\u00fa. D\u00f4vodom je impozantn\u00e1 cena kan\u00e1lov MPLS, v niektor\u00fdch pr\u00edpadoch a\u017e nieko\u013ekokr\u00e1t drah\u0161ie ako internetov\u00e9 kan\u00e1ly. Hne\u010f ako povieme, \u017ee \u010das\u0165 prev\u00e1dzky z MPLS m\u00f4\u017eeme \"premiestni\u0165\" na internet a t\u00fdm ve\u013emi u\u0161etri\u0165 \u2014 m\u00f4\u017eete pova\u017eova\u0165 predaj za uzavret\u00fd. <\/p>\n

Na Rusku v\u0161ak n\u00e1klady na MPLS a internetov\u00e9 kan\u00e1ly s\u00fa porovnate\u013en\u00e9 a v niektor\u00fdch pr\u00edpadoch s\u00fa prv\u00e9 dokonca lacnej\u0161ie. Ned\u00e1vno som sa rozpr\u00e1val s kolegom z oper\u00e1tora \"ve\u013ekej \u0161tvorky\" a s prekvapen\u00edm som sa dozvedel, \u017ee v oper\u00e1torskom spolo\u010denstve je MPLS vn\u00edman\u00e9 ako nie\u010do m\u00e1lo v\u00e1\u017ene, akoby to bola vn\u00fatorn\u00e1 sie\u0165. Internet \u2014 to \u00e1no, to je v\u00e1\u017ene, v\u00fdstup do ve\u013ek\u00e9ho sveta!<\/p>\n

Technikom SD-WAN pred\u00e1va\u0165 netreba. V na\u0161ej praxi bol len jeden pr\u00edpad, ke\u010f ved\u00faci technick\u00e9ho oddelenia povedal, \u017ee m\u00e1 DMVPN a je spokojn\u00fd. Zvy\u010dajne technicky zdatn\u00ed jednotlivci ve\u013emi dobre ch\u00e1pu, \u010do im SD-WAN prinesie. A potom id\u00fa za biznisom \u2014 a nez\u00edskaj\u00fa rozpo\u010det. Alebo hne\u010f pochopia, \u017ee ho nez\u00edskaj\u00fa, a preto ani nejd\u00fa. Ale \u010disto zo \u0161portov\u00e9ho z\u00e1ujmu s rados\u0165ou za\u010d\u00ednaj\u00fa testova\u0165.<\/p>\n

Nad t\u00fdmito faktami by sme sa mali zamyslie\u0165 sk\u00f4r, ale v\u0161etko sa deje vtedy, ke\u010f sa to m\u00e1 sta\u0165.<\/p>\n

Digit\u00e1lny chaos<\/h2>\n

\nRaz som pri\u0161iel k jedn\u00e9mu v\u00e1\u017een\u00e9mu \u010dloveku so svoj\u00edm s\u00f3lov\u00fdm stand-upom (preto\u017ee som nevedel, ak\u00e9 ot\u00e1zky mu kl\u00e1s\u0165). Dostali mi cel\u00fd jeden hodinu, ale preru\u0161ili ma po p\u00e4tn\u00e1stich min\u00fatach.<\/p>\n

\u2014 Po\u010d\u00favaj. To v\u0161etko je samozrejme zauj\u00edmav\u00e9. Ale vie\u0161, \u010do je digit\u00e1lna transform\u00e1cia? Preto\u017ee zo v\u0161etk\u00fdch str\u00e1n to po\u010dujem, ale ni\u010domu nerozumiem.<\/p>\n

A ja som n\u00e1hodou bol trochu v obraze, tak\u017ee som povedal, \u017ee to je \u2014 filozofick\u00e1 koncepcia, ktor\u00e1 tvrd\u00ed, \u017ee v\u0161etko \u017eiv\u00e9 na svete je smrte\u013en\u00e9. Vr\u00e1tane ka\u017ed\u00e9ho biznisu. Bez v\u00fdnimky.<\/p>\n

Preto digit\u00e1lna transform\u00e1cia \u2014 je o hrozb\u00e1ch, ktor\u00e9 m\u00f4\u017eu pr\u00eds\u0165 odkialsi, a o pr\u00edle\u017eitostiach, ktor\u00e9 tie ist\u00e9 hrozby d\u00e1vaj\u00fa najobratnej\u0161\u00edm. A potom za\u010dalo to najzauj\u00edmavej\u0161ie.<\/p>\n

V\u00e1\u017een\u00fd \u010dlovek zdvihol telef\u00f3n, zavolal niekam a povedal:<\/p>\n

\u2014 Po\u010duj, digit\u00e1lna transform\u00e1cia \u2014 je o hrozb\u00e1ch a pr\u00edle\u017eitostiach, a nie o digitaliz\u00e1cii, o ktorej mi st\u00e1le hovor\u00ed\u0161.<\/p>\n

Telef\u00f3n zavesil.<\/p>\n

\u2014 A tento tvoj SD-WAN sem zapad\u00e1?<\/p>\n

A potom sme mali rozhovor na v\u0161etky zost\u00e1vaj\u00face 45 min\u00fat.<\/p>\n

A tu mi v hlave nie\u010do cvaklo. E\u0161te som ni\u010d nepochopil, ale kone\u010dne som za\u010dal analyzova\u0165. Ve\u013emi m\u00e1lo \u013eud\u00ed rozumie, \u010do je digit\u00e1lna transform\u00e1cia a \u010d\u00edm sa l\u00ed\u0161i od digitaliz\u00e1cie. K\u00fdm nebude \u0161tandard, to\u013eko n\u00e1zorov, ko\u013eko \u013eud\u00ed. <\/p>\n

Vo ve\u013ekom meradle je digit\u00e1lna transform\u00e1cia koncept, ktor\u00e9ho podstatou je pripomen\u00fa\u0165 mana\u017e\u00e9rom obmedzen\u00fd \u010das \u017eivota ich firiem. <\/p>\n

Skok viery<\/h2>\n

\nNavrhujeme sa zastavi\u0165, zamyslie\u0165 a presta\u0165 strie\u013ea\u0165 na \"mon\u0161tr\u00e1\", ktor\u00e9 za ni\u010d nem\u00f4\u017eu. Mus\u00edme n\u00e1js\u0165 spr\u00e1vny cie\u013e.<\/p>\n

\"Ako
\n
\nD\u00f4kladne si prezrite diagram predaja. Aby do\u0161lo k predaju, je potrebn\u00e9 sa s\u00fastredi\u0165 na prav\u00fd doln\u00fd kvadrant. Na to, ako si mysl\u00edme, by sme mali pristupova\u0165 k predaju SD-WAN ako k Lean startupu. <\/p>\n

K\u013e\u00fa\u010dov\u00e9 slovo tu je startup! A startup za\u010d\u00edna so \"skokom viery\", ur\u010dit\u00fdm predpokladom, ktor\u00fd (v ide\u00e1lnom pr\u00edpade) je potrebn\u00e9 overi\u0165. D\u00f4le\u017eit\u00e9 poznamena\u0165: SD-WAN prakticky zaru\u010duje zlep\u0161enie z\u00e1kazn\u00edckej sk\u00fasenosti.<\/p>\n

Tak sme to aj urobili: spolo\u010dne s kolegami z Cisco sme za\u010dali robi\u0165 pilotn\u00e9 projekty. Na vlastn\u00e9 n\u00e1klady. A u\u017e na \u201e\u017eiv\u00fdch\u201c sie\u0165ach z\u00e1kazn\u00edkov sme nach\u00e1dzali zisky z implement\u00e1cie SD-WAN, ktor\u00e9 by sme predt\u00fdm \u0165a\u017eko predpokladali. <\/p>\n

Napr\u00edklad sme mali pr\u00edpad, ke\u010f sa prestali preru\u0161ova\u0165 hovory do kontaktn\u00e9ho centra. Stalo sa to preto, \u017ee SD-WAN za\u010dalo operat\u00edvne prep\u00edna\u0165 kan\u00e1ly v pr\u00edpade zhor\u0161enia kvality. Preme\u0161kan\u00fd hovor v call-centre je stratn\u00fd z\u00e1kazn\u00edk. A to u\u017e biznis ch\u00e1pe: je probl\u00e9m \u2014 je aj rie\u0161enie!<\/p>\n

Na z\u00e1ver<\/h2>\n

\nSD-WAN sa pred\u00e1va technikom relat\u00edvne jednoducho, ale pre biznis je to mimoriadne \u0165a\u017ek\u00e9. Preto by sa predaj SD-WAN biznisu mal vn\u00edma\u0165 ako startup, teda ako spolo\u010dn\u00e1 partiz\u00e1nska pr\u00e1ca z\u00e1kazn\u00edka, integr\u00e1tora a dod\u00e1vate\u013ea. A tento pr\u00edstup, sme presved\u010den\u00ed, privedie k \u00faspechu!<\/p>\n

Autor: Denis Dyzhin, riadite\u013e rozvoja podnikania Centra sie\u0165ov\u00fdch rie\u0161en\u00ed spolo\u010dnosti \"Infosystemy Jet\"<\/i>
\n
Zdroj: habr.com<\/a><\/p>","protected":false,"gt_translate_keys":[{"key":"rendered","format":"html"}]},"excerpt":{"rendered":"

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\u043d\u0435\u043f\u0440\u043e\u0434\u043e\u043b\u0436\u0438\u0442\u0435\u043b\u044c\u043d\u043e\u0433\u043e \u043e\u0431\u0434\u0443\u043c\u044b\u0432\u0430\u043d\u0438\u044f, \u00ab\u0432\u044b\u043d\u0435\u0441 \u043c\u043e\u0437\u0433\u0438\u00bb \u043a\u0430\u0440\u0442\u043e\u043d\u043d\u043e\u0439 \u0434\u0435\u0432\u043e\u0447\u043a\u0435, \u0443 \u043a\u043e\u0442\u043e\u0440\u043e\u0439 \u0432 \u0440\u0443\u043a\u0430\u0445 \u0431\u044b\u043b\u0430 \u043a\u043d\u0438\u0436\u043a\u0430 \u043f\u043e \u043a\u0432\u0430\u043d\u0442\u043e\u0432\u043e\u0439 \u0444\u0438\u0437\u0438\u043a\u0435? \u041f\u0440\u0438\u0447\u0435\u043c \u0442\u0443\u0442, \u043a\u0430\u0437\u0430\u043b\u043e\u0441\u044c \u0431\u044b, SD-WAN? \u0410 \u0432\u0441\u0435 \u043e\u0447\u0435\u043d\u044c \u043f\u0440\u043e\u0441\u0442\u043e: \u043d\u0430 \u0441\u0435\u0433\u043e\u0434\u043d\u044f\u0448\u043d\u0438\u0439 \u0434\u0435\u043d\u044c \u043f\u0440\u043e\u0434\u0430\u0436\u0438 \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\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\udd47Ako preda\u0165 SD-WAN biznisu | ProHoster","description":"Pam\u00e4tajte si, ako v prvej \u010dasti blockbusteru \u201eMu\u017ei v 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