{"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 A jeni kujtuar si n\u00eb pjes\u00ebn e par\u00eb t\u00eb filmit blockbuster \"M njer\u00ebzit n\u00eb t\u00eb zeza\" djemt\u00eb e shk\u00eblqyer t\u00eb trajnimit ushtarak q\u00eb q\u00ebllojn\u00eb tejp\u00ebrtej n\u00eb t\u00eb gjitha an\u00ebt duke q\u00eblluar n\u00eb monstruoz\u00ebt nga kartoni, dhe vet\u00ebm heroi Will Smith, pas nj\u00eb reflektimi t\u00eb shkurt\u00ebr, \"i hoqi trut\" vajz\u00ebs nga kartoni q\u00eb kishte nj\u00eb lib\u00ebr mbi fiziken kuantike? \u00c7far\u00eb ka t\u00eb b\u00ebj\u00eb kjo me SD-WAN? E gjitha \u00ebsht\u00eb shum\u00eb e thjesht\u00eb: n\u00eb dit\u00ebt e sotme shitjet e zgjidhjeve t\u00eb k\u00ebtij tipi n\u00eb Rusi mungojn\u00eb. Ne kemi qen\u00eb duke punuar me tem\u00ebn e SD-WAN p\u00ebr m\u00eb shum\u00eb se tre vjet, kemi shpenzuar qindra dit\u00eb njeriu mbi t\u00eb, investuar n\u00eb trajnimin e inxhinier\u00ebve, laborator\u00ebt dhe stendat, presale, prezantime, demonstrime, teste, teste, teste\u2026 Por sa implementime? Asnj\u00eb! <\/p>\n

Do doja t\u00eb diskutoja p\u00ebr arsyet e k\u00ebtij fakti dhe t\u00eb flas p\u00ebr p\u00ebrfundimet q\u00eb ne kemi arritur s\u00eb bashku me koleg\u00ebt tan\u00eb nga Cisco bazuar n\u00eb analiz\u00ebn e p\u00ebrvoj\u00ebs son\u00eb.
\n<\/a><\/noindex><\/p>\n

Shitjet SPIN<\/h2>\n

\nNe n\u00eb kompanin\u00eb \"Infosistema Jet\" e duam shum\u00eb teknik\u00ebn e shitjes SPIN. Ajo \u00ebsht\u00eb e bazuar n\u00eb iden\u00eb se shitja nuk \u00ebsht\u00eb nj\u00eb monolog, nj\u00eb rr\u00ebfim i nj\u00eb flet\u00ebreklame, por nj\u00eb dialog. N\u00eb k\u00ebt\u00eb dialog, shit\u00ebsi duhet t\u00eb flas\u00eb m\u00eb pak dhe t\u00eb b\u00ebj\u00eb m\u00eb shum\u00eb pyetje: situatiale, problemet, nxjer\u00ebse dhe drejtuese.<\/p>\n

Detyra kryesore \u00ebsht\u00eb t\u00eb nxis\u00ebsh biseduesin t\u00eb mendoj\u00eb se i nevojitet t\u00eb blej\u00eb at\u00eb q\u00eb d\u00ebshiron ti shes\u00ebsh.<\/p>\n

Disa vjet m\u00eb par\u00eb, kishte nj\u00eb shembull klasik t\u00eb intervist\u00ebs s\u00eb nj\u00eb shit\u00ebsi n\u00eb nj\u00eb kompani q\u00eb tregton stilolapsa.<\/p>\n

-- Pse e p\u00ebrdorni n\u00eb t\u00eb v\u00ebrtet\u00eb stilolapsin?
\n-- N\u00eb fakt, e gjitha \u00ebsht\u00eb shum\u00eb e vjet\u00ebr n\u00eb kompjuter dhe internet. Un\u00eb p\u00ebrdor nj\u00eb stilolaps vet\u00ebm p\u00ebr t\u00eb n\u00ebnshkruar dokumentet.
\n-- Nd\u00ebr k\u00ebto dokumente, ndoshta ka kontrata?
\n\u2014 Po, sigurisht.
\n-- A ka pasur ndonj\u00ebher\u00eb n\u00eb kontratat e n\u00ebnshkruara nga ju q\u00eb i mbani mend p\u00ebr gjith\u00eb jet\u00ebn?
\n\u2014 Po, sigurisht.
\n-- Edhe un\u00eb mendoj k\u00ebshtu. N\u00eb fund t\u00eb fundit, jan\u00eb kujtime. Kujtime p\u00ebr fitoret dhe arritjet tuaja. N\u00ebnshkrimi i nj\u00eb dokumenti t\u00eb zakonsh\u00ebm mund t\u00eb b\u00ebhet me nj\u00eb stilolaps t\u00eb cilin e merr m\u00eb lir\u00eb. Por nuk \u00ebsht\u00eb m\u00eb mir\u00eb t\u00eb n\u00ebnshkruash kontrata kaq t\u00eb r\u00ebnd\u00ebsishme, epokale, me nj\u00eb stilolaps t\u00eb ve\u00e7ant\u00eb, t\u00eb dedikuar p\u00ebr raste speciale? Di\u00e7ka n\u00eb p\u00ebrballje me t\u00eb cilin do t\u00eb kujtoni si ka ndodhur dhe do t\u00eb buz\u00ebqeshni?
\n-- Nj\u00eb mendim interesant.
\n-- Tani shikoni k\u00ebt\u00eb stilolaps. Ndoshta ky \u00ebsht\u00eb ai?
\n-- Mir\u00eb, mir\u00eb, e shita, shkatht\u00ebsia!<\/p>\n

Nganj\u00ebher\u00eb nj\u00eb qasje e till\u00eb funksionon shk\u00eblqyesh\u00ebm, dhe kam pasur nj\u00eb p\u00ebrvoj\u00eb shum\u00eb interesante t\u00eb shitjeve t\u00eb tilla! Por jo me SD-WAN.<\/p>\n

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

\n\u00cbsht\u00eb e dukshme se situata me shitjen e zgjidhjeve SD-WAN jasht\u00eb vendit \u00ebsht\u00eb krejt e kund\u00ebrt, dometh\u00ebn\u00eb shum\u00eb e shk\u00eblqyer! Nuk ka v\u00ebshtir\u00ebsi t\u00eb ve\u00e7anta atje. Arsyeja \u00ebsht\u00eb kostoja e konsiderueshme e kanaleve MPLS, shum\u00eb m\u00eb e lart\u00eb se ajo e kanaleve t\u00eb internetit. Sa her\u00eb q\u00eb ne themi se nj\u00eb pjes\u00eb e trafikut nga MPLS mund t\u00eb 'heqim' n\u00eb internet dhe ndjesh\u00ebm t\u00eb kursejm\u00eb n\u00eb k\u00ebt\u00eb m\u00ebnyr\u00eb \u2014 merrni parasysh, shitja ka ndodhur. <\/p>\n

N\u00eb Rusi, nga ana tjet\u00ebr, kostoja e kanaleve MPLS dhe t\u00eb internetit \u00ebsht\u00eb e ngjashme, dhe n\u00eb disa raste, t\u00eb parat madje jan\u00eb m\u00eb t\u00eb lira. Duke folur koh\u00ebt e fundit me nj\u00eb koleg nga operatori 'kat\u00ebrshja e madhe', u befasova kur m\u00ebsova se n\u00eb komunitetin e operator\u00ebve MPLS perceptohet si di\u00e7ka jo serioze, si nj\u00eb rrjet i brendsh\u00ebm. Interneti \u2014 po, kjo \u00ebsht\u00eb serioze, 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 ka DMVPN dhe \u00ebsht\u00eb i k\u00ebnaqur. N\u00eb p\u00ebrgjith\u00ebsi, qytetar\u00ebt teknikisht t\u00eb arsimuar kuptojn\u00eb shum\u00eb mir\u00eb se \u00e7far\u00eb do t'u jap\u00eb SD-WAN. Pastaj ata shkojn\u00eb te biznesi \u2014 dhe nuk e marrin buxhetin. Ose menj\u00ebher\u00eb kuptojn\u00eb se nuk do ta marrin, dhe prandaj as nuk shkojn\u00eb. Por thjesht nga kurioziteti sportiv, me k\u00ebnaq\u00ebsi fillojn\u00eb ta testohet.<\/p>\n

P\u00ebr k\u00ebto fakte duhet t\u00eb reflektojm\u00eb m\u00eb her\u00ebt, por gjith\u00e7ka ndodh n\u00eb momentin kur duhet t\u00eb ndodh\u00eb.<\/p>\n

Kaosi digjital<\/h2>\n

\nNj\u00eb her\u00eb shkova te nj\u00eb person t\u00eb respektuar me monologun tim (sepse nuk dija se \u00e7far\u00eb pyetjesh t'i b\u00ebja). M\u00eb jepnin nj\u00eb or\u00eb t\u00eb t\u00ebr\u00eb, por e ndaluan pas pes\u00ebmb\u00ebdhjet\u00eb minutash.<\/p>\n

\u2014 N\u00eb fakt, kjo \u00ebsht\u00eb shum\u00eb interesante. Por a e di \u00e7far\u00eb \u00ebsht\u00eb transformimi digjital? Sepse e d\u00ebgjoj nga t\u00eb gjitha an\u00ebt, por nuk kuptoj asgj\u00eb.<\/p>\n

Dhe un\u00eb rast\u00ebsisht isha pak n\u00eb dijeni, prandaj thash\u00eb se kjo \u00ebsht\u00eb \u2014 nj\u00eb koncept filozofik q\u00eb pohon se \u00e7do gj\u00eb e gjall\u00eb n\u00eb bot\u00eb \u00ebsht\u00eb e vdekur. Duke p\u00ebrfshir\u00eb \u00e7do biznes. Pa p\u00ebrjashtim.<\/p>\n

Prandaj, transformimi digjital \u2014 flet p\u00ebr k\u00ebrc\u00ebnime q\u00eb mund t\u00eb vijn\u00eb nga burime t\u00eb panjohura dhe p\u00ebr mund\u00ebsi q\u00eb k\u00ebto k\u00ebrc\u00ebnime u ofrojn\u00eb atyre q\u00eb jan\u00eb m\u00eb t\u00eb shpirtit. Pastaj filluan gj\u00ebrat m\u00eb interesante.<\/p>\n

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

\u2014 D\u00ebgjo, transformimi digjital \u2014 flet p\u00ebr k\u00ebrc\u00ebnime dhe mund\u00ebsi, jo p\u00ebr digitalizimin p\u00ebr t\u00eb cilin po m\u00eb flisni.<\/p>\n

E mbylli telefonin.<\/p>\n

\u2014 Dhe a p\u00ebrputhet SD-WAN-i yt k\u00ebtu?<\/p>\n

Dhe k\u00ebtu kemi pasur nj\u00eb dialog p\u00ebr 45 minutat e mbetura.<\/p>\n

Dhe n\u00eb at\u00eb moment di\u00e7ka m\u00eb shkuli n\u00eb kok\u00eb. Ende nuk e kuptoja asgj\u00eb, por m\u00eb n\u00eb fund fillova t\u00eb analizoj. Shum\u00eb pak njer\u00ebz kuptojn\u00eb se \u00e7far\u00eb \u00ebsht\u00eb transformimi digjital dhe \u00e7far\u00eb e dallon at\u00eb nga digjitalizimi. Deri tani nuk ka nj\u00eb standard, sa njer\u00ebz \u2013 aq shum\u00eb mendime. <\/p>\n

N\u00eb thelb, transformimi digjital \u00ebsht\u00eb nj\u00eb koncept, thelbi i t\u00eb cilit \u00ebsht\u00eb t\u2019i kujtoj\u00eb menaxher\u00ebve p\u00ebr koh\u00ebzgjatjen e kufizuar t\u00eb jet\u00ebs s\u00eb kompanive t\u00eb tyre. <\/p>\n

K\u00ebrcimi i besimit<\/h2>\n

\nNe propozojm\u00eb t\u00eb ndalojm\u00eb, t\u00eb mendojm\u00eb dhe t\u00eb ndalojm\u00eb s\u00eb godituri \u2018monstrat\u2019 q\u00eb nuk jan\u00eb fajtore p\u00ebr asgj\u00eb. Na nevojitet t\u00eb gjejm\u00eb objektivin e duhur.<\/p>\n

\"Si
\n
\nShikoni me kujdes diagramin e shitjeve. P\u00ebr t\u00eb realizuar nj\u00eb shitje, duhet t\u00eb p\u00ebrqendrohemi n\u00eb katrorin e posht\u00ebm t\u00eb djatht\u00eb. P\u00ebr k\u00ebt\u00eb, si\u00e7 e konsiderojm\u00eb ne, duhet t\u00eb qasemi n\u00eb shitjen e SD-WAN si n\u00eb nj\u00eb startup Lean. <\/p>\n

Fjal\u00eb ky\u00e7e k\u00ebtu \u00ebsht\u00eb \u2013 startup! Nj\u00eb startup fillon me \u2018k\u00ebrcimin e besimit\u2019, nj\u00eb supozim q\u00eb (n\u00eb m\u00ebnyr\u00eb ideale) duhet t\u00eb verifikohet. Vlen t\u00eb theksohet se SD-WAN garanton praktikisht p\u00ebrmir\u00ebsimin e p\u00ebrvoj\u00ebs s\u00eb klient\u00ebve.<\/p>\n

K\u00ebshtu vepruam: s\u00eb bashku me koleg\u00ebt nga Cisco filluam t\u00eb realizojm\u00eb projekte pilot. Nga ana jon\u00eb. Dhe tashm\u00eb n\u00eb rrjetin \u2018live\u2019 t\u00eb klient\u00ebve gjet\u00ebm p\u00ebrfitime nga implementimi i SD-WAN, q\u00eb do t\u00eb ishte e pamundur t\u00eb parashikohej m\u00eb par\u00eb. <\/p>\n

P\u00ebr shembull, kemi pasur nj\u00eb rast kur thirrjet n\u00eb qend\u00ebr t\u00eb kontaktit ndaluan s\u00eb mgurku. Kjo ndodhi sepse SD-WAN filloi t\u00eb k\u00ebrcej\u00eb menaxhimin e kanaleve n\u00eb rast p\u00ebrkeq\u00ebsimi t\u00eb cil\u00ebsis\u00eb. Nj\u00eb thirrje e humbur n\u00eb qendr\u00ebn e thirrjeve \u00ebsht\u00eb nj\u00eb klient i humbur. K\u00ebt\u00eb e kupton biznesi: ka nj\u00eb problem \u2014 ka edhe nj\u00eb zgjidhje!<\/p>\n

N\u00eb p\u00ebrfundim<\/h2>\n

\nSD-WAN shitet mjaft leht\u00eb tek teknik\u00ebt, por jasht\u00ebzakonisht e v\u00ebshtir\u00eb \u2013 biznesit. Prandaj, shitja e SD-WAN p\u00ebr biznesin duhet par\u00eb si nj\u00eb startup, pra nj\u00eb pun\u00eb e p\u00ebrbashk\u00ebt guerrile midis klientit, integratorit dhe furnizuesit. Dhe ne jemi t\u00eb sigurt se ky qasje do t\u00eb sjell\u00eb sukses!<\/p>\n

Autori: Denis Dyzhin, Drejtor i Zhvillimit t\u00eb Biznesit n\u00eb Qendr\u00ebn e Zgjidhjeve Rrjetore t\u00eb kompanis\u00eb \u2018Infosystem Jet\u2019<\/i>
\n
Burimi: habr.com<\/a><\/p>","protected":false,"gt_translate_keys":[{"key":"rendered","format":"html"}]},"excerpt":{"rendered":"

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