{"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\/sl\/blog\/administrirovanie\/kak-prodat-sd-wan-biznesu","title":{"rendered":"Kako prodati SD-WAN podjetju","gt_translate_keys":[{"key":"rendered","format":"text"}]},"content":{"rendered":"

\"Kako Spomnite se, kako v prvem delu uspe\u0161nice \u00bbMo\u017eje v \u010drnem\u00ab odli\u010dni u\u010denci voja\u0161ke \u0161ole hitro streljajo na vse strani po kartonskih po\u0161astih, edini Will Smith pa po kratkem razmisleku ''uni\u010di mo\u017egane'' kartonski deklici, ki je imela v rokah knjigo o kvantni fiziki? Kak\u0161ne to veze ima z SD-WAN? Vse je zelo preprosto: danes prodaja re\u0161itev te vrste v Rusiji ne obstaja. Temu se ukvarjamo \u017ee ve\u010d kot tri leta, porabili smo stotine \u010dlovekopravdanic, investirali v usposabljanje in\u017eenirjev, laboratorije in stojnice, predprodajo, predstavitve, demonstracije, teste, teste, teste\u2026 Ampak koliko implementacij? Nobena! <\/p>\n

Rad bi razpravljal o razlogih za to dejstvo in povedal o zaklju\u010dkih, ki smo jih naredili skupaj s kolegi iz Cisco na podlagi analize na\u0161ih izku\u0161enj.
\n<\/a><\/noindex><\/p>\n

SPIN prodaje<\/h2>\n

\nV podjetju \u00bbInfositemy Jet\u00ab zelo cenimo SPIN tehniko prodaje. Ta temelji na tem, da prodaja ni monolog, branje oglasnega letaka, ampak dialog. Pri \u010demer mora prodajalec manj govoriti in ve\u010d postavljati vpra\u0161anja: situacijska, problemati\u010dna, izpostavljajo\u010da in usmerjevalna.<\/p>\n

Glavna naloga je pripeljati sogovornika do misli, da mora kupiti to, kar mu \u017eelite prodati.<\/p>\n

Pred nekaj leti je bil klasi\u010den primer pogovorov prodajalca v podjetju, ki prodaja pisala.<\/p>\n

\u2014 Za kaj v resnici uporabljate pisala?
\n\u2014 V bistvu je \u017ee vse na ra\u010dunalniku in internetu. Pisalo uporabljam le za podpisovanje dokumentov.
\n\u2014 Med temi dokumenti zagotovo obstajajo tudi pogodbe?
\n\u2014 Da, seveda.
\n\u2014 Ste med podpisanimi pogodbo v \u017eivljenju imeli kak\u0161no, ki ste jo zapomnili za vedno?
\n\u2014 Da, seveda.
\n\u2014 Tudi jaz tako mislim. Kajti to so predvsem spomini. Spomini na va\u0161e zmage in dose\u017eke. Navaden dokument lahko podpi\u0161ete s katerimkoli pisalom, najcenej\u0161im. Ampak ali ne bi bilo pametno podpisati tak\u0161nih pomembnih, prelomnih pogodb s posebnim pisalom, namenjenim za posebne prilo\u017enosti? Ob pogledu na katerega se boste spomnili, kako je bilo, in se nasmehnili?
\n\u2014 Zanimiva misel.
\n\u2014 Poglejte to pisalo. Morda je to to?
\n\u2014 V redu, v redu, prodal si me, prevarant!<\/p>\n

V\u010dasih ta pristop odli\u010dno deluje in imel sem zelo zanimivo izku\u0161njo s podobno prodajo! Ampak ne s SD-WAN.<\/p>\n

Zunaj nam NE bo pomagala<\/h2>\n

\nZna\u010dajno je da se situacija sa prodajom SD-WAN re\u0161enja u inostranstvu razvija potpuno suprotno, tj. veoma dobro! Nema nikakvih posebnih pote\u0161ko\u0107a. Razlog le\u017ei u zna\u010dajnim tro\u0161kovima MPLS kanala, koji su vi\u0161estruko skuplji od internet kanala. \u010cim ka\u017eemo da deo saobra\u0107aja iz MPLS mo\u017eemo \"premestiti\" u internet i na tome zna\u010dajno u\u0161tedeti \u2014 smatrajte, prodaja je ostvarena. <\/p>\n

U Rusiji su tro\u0161kovi MPLS i internet kanala sli\u010dni, a u nekim slu\u010dajevima su prvi \u010dak i jeftiniji. Nedavno sam razgovarao sa kolegom iz operatera \"velike \u010detvorke\" i s iznena\u0111enjem saznao da se u operaterskoj zajednici MPLS smatra neozbiljno, kao unutra\u0161nja mre\u017ea. Internet \u2014 to je ozbiljno, izlaz u veliki svet!<\/p>\n

Tehni\u010darima SD-WAN posebno ne treba prodavati. U na\u0161oj praksi bio je samo jedan slu\u010daj kada je \u0161ef tehni\u010dkog odeljenja rekao da ima DMVPN i da mu to savr\u0161eno odgovara. Obi\u010dno tehni\u010dki obrazovani ljudi savr\u0161eno razumeju \u0161ta im mo\u017ee pru\u017eiti SD-WAN. A onda idu do biznisa \u2014 i ne dobijaju bud\u017eet. Ili odmah shvate da ga ne\u0107e dobiti, pa se \u010dak ni ne javljaju. Ali iz \u010distog sportskog interesa rado po\u010dinju da testiraju.<\/p>\n

O ovim \u010dinjenicama trebalo bi da se razmislimo malo ranije, ali sve se doga\u0111a kada mu je vreme.<\/p>\n

Digitalna zbrka<\/h2>\n

\nJednom sam do\u0161ao kod jednog uglednog \u010doveka sa svojim solo stand-up nastupom (jer nisam znao kakva pitanja da mu postavim). Dobili smo \u010ditav sat, ali su nas prekinuli posle petnaest minuta.<\/p>\n

\u2014 Slu\u0161aj. Sve je to, naravno, interesantno. Ali zna\u0161 li \u0161ta je digitalna transformacija? Jer sa svih strana \u010dujem, ali ni\u0161ta ne razumem.<\/p>\n

A ja sam slu\u010dajno bio malo upu\u0107en, pa sam rekao da to \u2014 filozofska koncepta koja tvrdi da je sve \u017eivo u svetu smrtnosno. Uklju\u010duju\u0107i svaki biznis. Bez izuzetka.<\/p>\n

Zato je digitalna transformacija \u2014 o pretnjama koje mogu do\u0107i s nepoznate strane, i o prilikama koje iste te pretnje pru\u017eaju najspremnijima. A onda je po\u010delo najzanimljivije.<\/p>\n

Ugledni \u010dovek je uzeo slu\u0161alicu, nazvao nekoga i rekao:<\/p>\n

\u2014 \u010cuj, digitalna transformacija \u2014 o pretnjama i prilikama, a ne o digitalizaciji o kojoj mi pri\u010daju.<\/p>\n

Obesio je slu\u0161alicu.<\/p>\n

\u2014 A uklapa li se tvoj SD-WAN ovde?<\/p>\n

In the following 45 minutes, we had a dialogue.<\/p>\n

And then something clicked in my head. I didn't understand anything yet, but I finally started analyzing. Very few people understand what digital transformation is and how it differs from digitization. As there are as many opinions as there are people, there is no standard yet. <\/p>\n

Essentially, digital transformation is a concept meant to remind managers about the limited lifespan of their companies. <\/p>\n

Leap of faith<\/h2>\n

\nWe suggest stopping, reflecting, and ceasing to shoot at the 'monsters' that are innocent. We need to find the right target.<\/p>\n

\"Kako
\n
\nTake a close look at the sales chart. For a sale to happen, the focus should be on the lower right quadrant. To achieve this, we believe that selling SD-WAN should be approached like a Lean startup. <\/p>\n

The key word here is startup! A startup begins with a 'leap of faith,' a certain assumption that (ideally) needs to be validated. It is important to note: SD-WAN practically guarantees an improved customer experience.<\/p>\n

That's exactly what we did: together with colleagues from Cisco, we started pilot projects. At our own expense. And on the 'live' networks of customers, we found benefits from implementing SD-WAN that could not have been foreseen in advance. <\/p>\n

For example, we had a case when calls to the contact center stopped dropping. This happened because SD-WAN quickly switched channels in case of deteriorating quality. A missed call in the call center means a lost client. This is something that businesses understand: there is a problem \u2014 and there is also a solution!<\/p>\n

\u0412 \u043a\u0430\u0447\u0435\u0441\u0442\u0432\u0435 \u0437\u0430\u043a\u043b\u044e\u0447\u0435\u043d\u0438\u044f<\/h2>\n

\nSD-WAN sells quite easily to engineers, but it's extremely challenging to businesses. Therefore, the sale of SD-WAN to businesses should be perceived as a startup, i.e., a joint guerrilla effort between the customer, integrator, and vendor. We are confident that this approach will lead to success!<\/p>\n

Author: Denis Dyzhin, Business Development Director at \u2018Infocenters Jet\u2019 Network Solutions Center<\/i>
\n
Izvor: 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\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\udd47How to Sell SD-WAN to Businesses | ProHoster","description":"Remember how in the first part of the blockbuster 'Men in 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