{"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\/sq\/blog\/administrirovanie\/kak-prodat-sd-wan-biznesu","title":{"rendered":"Si t\u00eb shitet SD-WAN biznesit","gt_translate_keys":[{"key":"rendered","format":"text"}]},"content":{"rendered":"

\"Si Kujtoheni filmin blockbuster \"Njer\u00ebzit n\u00eb t\u00eb zeza\", kur student\u00ebt e spikatur t\u00eb trajnimitt t\u00eb luft\u00ebs q\u00ebllojn\u00eb shpejt p\u00ebrpara p\u00ebr t\u00eb goditur krijesat e kartonit, dhe vet\u00ebm heroi Will Smith, pas nj\u00eb reflektimi t\u00eb shkurt\u00ebr, \"heq mendjen\" nga vajza karton me nj\u00eb lib\u00ebr p\u00ebr fizik\u00ebn kuantike? \u00c7'mund t\u00eb ket\u00eb lidhje me SD-WAN? E gjith\u00eb kjo \u00ebsht\u00eb shum\u00eb e thjesht\u00eb: n\u00eb dit\u00ebt e sotme, shitjet e zgjidhjeve t\u00eb k\u00ebtij lloji mungojn\u00eb n\u00eb Rusi. Ne kemi punuar me tem\u00ebn SD-WAN p\u00ebr m\u00eb shum\u00eb se tre vjet, kemi shpenzuar qindra dit\u00eb njer\u00ebzore n\u00eb t\u00eb, kemi investuar n\u00eb trajnimet e inxhinier\u00ebve, n\u00eb laboratore dhe stande, presales, prezentime, demonstrata, teste, teste, teste... Por sa implementime? Asnj\u00eb! <\/p>\n

D\u00ebshiroj t\u00eb flas p\u00ebr arsyet e k\u00ebtij fakti dhe t\u00eb tregoj p\u00ebr p\u00ebrfundimet q\u00eb kemi nxjerr\u00eb s\u00eb bashku me koleg\u00ebt tan\u00eb nga Cisco mbi baz\u00ebn e analiz\u00ebs s\u00eb p\u00ebrvoj\u00ebs son\u00eb.
\n<\/a><\/noindex><\/p>\n

Shitjet SPIN<\/h2>\n

\nNe n\u00eb kompanin\u00eb \"Infosistemat Jet\" e duam shum\u00eb teknik\u00ebn e shitjes SPIN. Ajo bazohet n\u00eb faktin se shitja nuk \u00ebsht\u00eb nj\u00eb monolog, nj\u00eb lexim reklame, por nj\u00eb dialog. N\u00eb t\u00eb, shit\u00ebsi duhet t\u00eb tregoj\u00eb m\u00eb pak dhe t\u00eb b\u00ebj\u00eb m\u00eb shum\u00eb pyetje: situacionale, problematike, nxjerr\u00ebse dhe drejtues.<\/p>\n

Detyra kryesore \u00ebsht\u00eb t\u00eb udh\u00ebheq\u00ebsh biseduesin n\u00eb mendimin se i nevojitet t\u00eb blej\u00eb at\u00eb q\u00eb ti d\u00ebshiron t'i ofrosh.<\/p>\n

Disa vite m\u00eb par\u00eb flitej p\u00ebr nj\u00eb shembull klasik t\u00eb nj\u00eb intervist\u00eb shit\u00ebsi n\u00eb nj\u00eb kompani q\u00eb shiste stilolapsa.<\/p>\n

\u2014 P\u00ebr \u00e7far\u00eb e p\u00ebrdorni ju stilolapsin?
\n\u2014 N\u00eb fakt, t\u00eb gjith\u00eb tani jan\u00eb n\u00eb kompjuter\u00eb dhe internet. Stilolapsin e p\u00ebrdor vet\u00ebm p\u00ebr t\u00eb n\u00ebnshkruar dokumente.
\n\u2014 Nd\u00ebr k\u00ebto dokumente, ndoshta ka kontrata?
\n\u2014 Po, sigurisht.
\n\u2014 A ka ndonj\u00ebra nga kontratat q\u00eb keni n\u00ebnshkruar q\u00eb e keni mbajtur mend p\u00ebr gjith\u00eb jet\u00ebn?
\n\u2014 Po, sigurisht.
\n\u2014 Edhe un\u00eb mendoj si ju. Sepse kjo, para s\u00eb gjithash, \u00ebsht\u00eb kujtime. Kujtime p\u00ebr fitoret dhe arritjet tuaja. T\u00eb n\u00ebnshkruash nj\u00eb dokument t\u00eb zakonsh\u00ebm mund t\u00eb b\u00ebhet me \u00e7do stilolaps, m\u00eb t\u00eb lir\u00eb. Por a nuk \u00ebsht\u00eb m\u00eb mir\u00eb t\u00eb n\u00ebnshkruash k\u00ebto kontrata t\u00eb r\u00ebnd\u00ebsishme dhe historike me nj\u00eb stilolaps t\u00eb ve\u00e7ant\u00eb, i destinuar p\u00ebr raste t\u00eb ve\u00e7anta? Nj\u00eb stilolaps, t\u00eb cilin, sapo ta shihni, do t'ju rikujtoj\u00eb se si ndodhi dhe do t'ju b\u00ebj\u00eb t\u00eb qeshni?
\n\u2014 Nj\u00eb mendim interesant.
\n\u2014 At\u00ebher\u00eb, shiko k\u00ebt\u00eb stilolaps. Ndoshta ky \u00ebsht\u00eb ai?
\n\u2014 Mir\u00eb, mir\u00eb, e shite, t\u00eb t\u00ebrheq!<\/p>\n

Ndonj\u00ebher\u00eb ky qasje funksionon shum\u00eb mir\u00eb dhe un\u00eb kam pasur nj\u00eb p\u00ebrvoj\u00eb shum\u00eb interesante me shitjet e tilla! Por jo me SD-WAN.<\/p>\n

T\u00eb huajt nuk do na ndihmojn\u00eb<\/h2>\n

\nE habitshme, situata me shitjen e zgjidhjeve SD-WAN jasht\u00eb vendit \u00ebsht\u00eb krejt e kund\u00ebrt, dometh\u00ebn\u00eb shum\u00eb e mir\u00eb! Nuk ka ndonj\u00eb v\u00ebshtir\u00ebsi t\u00eb ve\u00e7ant\u00eb aty. Arsyetimi\u2014 n\u00eb koston e konsiderueshme t\u00eb kanaleve MPLS, q\u00eb jan\u00eb shum\u00eb m\u00eb t\u00eb shtrenjta se kanalet e internetit. Sa her\u00eb q\u00eb themi se nj\u00eb pjes\u00eb e trafikut nga MPLS mund ta \"heqim\" n\u00eb internet dhe k\u00ebshtu do t\u00eb kursejm\u00eb shum\u00eb\u2014 e konsideroni, shitja ka ndodhur. <\/p>\n

N\u00eb Rusi, megjithat\u00eb, kostoja e kanaleve MPLS dhe internet \u00ebsht\u00eb e krahasueshme, dhe n\u00eb disa raste, t\u00eb parat madje jan\u00eb m\u00eb t\u00eb lira. Pasi bisedova s\u00eb fundmi me nj\u00eb koleg nga operatori i \"kat\u00ebrshes s\u00eb m\u00ebdhenjve\", u befasova t\u00eb kuptoj se n\u00eb komunitetin e operator\u00ebve MPLS e perceptojn\u00eb si nj\u00eb rrjet t\u00eb brendsh\u00ebm. Ja interneti\u2014 ky \u00ebsht\u00eb serioz, dalja n\u00eb bot\u00ebn e madhe!<\/p>\n

Teknik\u00ebt nuk kan\u00eb nevoj\u00eb t\u00eb shesin SD-WAN. N\u00eb praktik\u00ebn ton\u00eb ka pasur vet\u00ebm nj\u00eb rast, kur shefi i departamentit teknik tha se kishte DMVPN, dhe ishte mir\u00eb me t\u00eb. N\u00eb p\u00ebrgjith\u00ebsi, qytetar\u00ebt teknikisht t\u00eb shkolluar e kuptojn\u00eb shum\u00eb mir\u00eb se \u00e7far\u00eb mund t\u00eb ofroj\u00eb SD-WAN. Pastaj shkojn\u00eb te biznesi\u2014 dhe nuk marrin buxhet. Ose e kuptojn\u00eb menj\u00ebher\u00eb se nuk do e marrin, dhe prandaj nuk shkojn\u00eb. Por thjesht nga kurioziteti, me k\u00ebnaq\u00ebsi fillojn\u00eb testimin.<\/p>\n

K\u00ebto fakte do na b\u00ebnte t\u00eb mendonim m\u00eb her\u00ebt, por gjith\u00e7ka ndodh at\u00ebher\u00eb kur duhet t\u00eb ndodh\u00eb.<\/p>\n

Kaosi digjital<\/h2>\n

\nNj\u00eb her\u00eb arrita te nj\u00eb njeri t\u00eb respektuar me standup-in tim (sepse nuk dija \u00e7far\u00eb pyetje duhet t'i b\u00ebja). M\u00eb dhan\u00eb nj\u00eb or\u00eb t\u00eb plot\u00eb, por m\u00eb prish\u00ebn pas pes\u00ebmb\u00ebdhjet\u00eb minutash.<\/p>\n

\u2014 D\u00ebgjo. Kjo \u00ebsht\u00eb gjithsesi interesante. Por je njoftuar se \u00e7far\u00eb \u00ebsht\u00eb transformimi digjital? Sepse nga t\u00eb gjitha an\u00ebt po d\u00ebgjoj, por nuk kuptoj asgj\u00eb.<\/p>\n

Dhe rast\u00ebsisht isha pak i informuar, prandaj thash\u00eb se kjo \u00ebsht\u00eb\u2014 nj\u00eb koncept filozofik q\u00eb pohon se gjith\u00e7ka q\u00eb jeton n\u00eb bot\u00eb \u00ebsht\u00eb e vdekshme. P\u00ebrfshir\u00eb \u00e7do biznes. Pa p\u00ebrjashtim.<\/p>\n

Prandaj transformimi digjital\u2014 ai lidhet me rreziqet q\u00eb mund t\u00eb vijn\u00eb nga asnj\u00eb vend dhe me mund\u00ebsit\u00eb q\u00eb k\u00ebto k\u00ebrc\u00ebnime u japin m\u00eb t\u00eb shpejt\u00ebve. M\u00eb pas filloi m\u00eb e interesantja.<\/p>\n

Njeriu i respektuar mori telefonin, telefonoi diku dhe tha:<\/p>\n

\u2014 D\u00ebgjo, transformimi digjital\u2014 p\u00ebr rreziqet dhe mund\u00ebsit\u00eb, jo p\u00ebr digitalizimin, p\u00ebr t\u00eb cilin po m\u00eb flisni.<\/p>\n

E zakonshmja e vendosi telefonin.<\/p>\n

\u2014 A p\u00ebrfshihet ky SD-WAN k\u00ebtu?<\/p>\n

Dhe pastaj pat\u00ebm nj\u00eb bised\u00eb p\u00ebr 45 minuta t\u00eb ardhshme.<\/p>\n

Dhe k\u00ebtu di\u00e7ka m\u00eb ndodhi n\u00eb mendje. Nuk kisha kuptuar asgj\u00eb deri m\u00eb tani, por p\u00ebrfundimisht fillova t\u00eb analizoj. Shum\u00eb pak njer\u00ebz e kuptojn\u00eb se \u00e7far\u00eb \u00ebsht\u00eb transformimi digjital dhe \u00e7far\u00eb e ndan at\u00eb nga dixhitalizimi. Deri tani nuk ka standard, sa njer\u00ebz - aq shum\u00eb mendime. <\/p>\n

N\u00eb thelb, transformimi digjital \u00ebsht\u00eb nj\u00eb koncept, i cili ka si q\u00ebllim t'u kujtoj\u00eb menaxher\u00ebve p\u00ebr afatin e kufizuar t\u00eb ekzistenc\u00ebs s\u00eb kompanive t\u00eb tyre. <\/p>\n

Nj\u00eb k\u00ebrcim besimi<\/h2>\n

\nNe sugjerojm\u00eb t\u00eb ndalemi, t\u00eb mendojm\u00eb dhe t\u00eb ndalojm\u00eb s\u00eb q\u00eblluari n\u00eb \"monstrat\" q\u00eb nuk kan\u00eb b\u00ebr\u00eb asgj\u00eb. Duhet t\u00eb gjejm\u00eb q\u00ebllimin e duhur.<\/p>\n

\"Si
\n
\nShikoni me kujdes diagramin e shitjeve. P\u00ebr t\u00eb realizuar nj\u00eb shitje, duhet t\u00eb p\u00ebrqendroheni n\u00eb kuadratin e posht\u00ebm t\u00eb djatht\u00eb. Sipas mendimit ton\u00eb, shitja e SD-WAN duhet t'i qaset si nj\u00eb startup Lean. <\/p>\n

Fjal\u00eb ky\u00e7e k\u00ebtu \u00ebsht\u00eb - startup! Dhe nj\u00eb startup fillon me \"k\u00ebrcimin e besimit\", nj\u00eb supozim q\u00eb (n\u00eb m\u00ebnyr\u00eb ideale) duhet t\u00eb testohen. Le t\u00eb theksojm\u00eb di\u00e7ka t\u00eb r\u00ebnd\u00ebsishme: SD-WAN garanton praktikisht p\u00ebrmir\u00ebsimin e p\u00ebrvoj\u00ebs s\u00eb klientit.<\/p>\n

K\u00ebshtu edhe vepruam: s\u00eb bashku me koleg\u00ebt nga Cisco, filluam projekte pilot. Me shpenzimet tona. Dhe tashm\u00eb n\u00eb rrjetet \"e gjalla\" t\u00eb klient\u00ebve gjet\u00ebm fitime nga implementimi i SD-WAN q\u00eb nuk mund t\u00eb ishin parashikuar m\u00eb par\u00eb. <\/p>\n

P\u00ebr shembull, kishim nj\u00eb rast kur telefonatat n\u00eb qendr\u00ebn e kontaktit nuk u nd\u00ebrpren\u00eb. Kjo ndodhi sepse SD-WAN filloi t\u00eb kalonte kanalet n\u00eb m\u00ebnyr\u00eb t\u00eb shpejt\u00eb n\u00eb rast t\u00eb p\u00ebrkeq\u00ebsimit t\u00eb cil\u00ebsis\u00eb. Nj\u00eb telefonat\u00eb e humbur n\u00eb qendr\u00ebn e thirrjeve \u00ebsht\u00eb nj\u00eb klient i humbur. Dhe kjo \u00ebsht\u00eb di\u00e7ka q\u00eb biznesi e kupton: ka nj\u00eb problem - ka edhe nj\u00eb zgjidhje!<\/p>\n

Si p\u00ebrfundim<\/h2>\n

\nSD-WAN shitet mjaft leht\u00ebsisht teknik\u00ebve, por shum\u00eb v\u00ebshtir\u00eb - biznesit. Prandaj, shitja e SD-WAN p\u00ebr biznesin duhet t\u00eb perceptohet si nj\u00eb startup, dmth nj\u00eb bashk\u00ebpunim gueril midis klientit, integratorit dhe shit\u00ebsit. Dhe ky qasje, ne jemi t\u00eb sigurt, do t\u00eb \u00e7oj\u00eb n\u00eb sukses!<\/p>\n

Autori: Denis Dyzhin, Drejtori p\u00ebr zhvillimin e biznesit t\u00eb Qendr\u00ebs p\u00ebr zgjidhje rrjetesh t\u00eb kompanis\u00eb \"Infosystems Jet\"<\/i>
\n
Burimi: habr.com<\/a><\/p>","protected":false,"gt_translate_keys":[{"key":"rendered","format":"html"}]},"excerpt":{"rendered":"

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