Archived Partner Blogs

Selling technology solutions means your outcomes will be more complex and will require greater technical reach and expertise.

Your focus shifts from dangling the lowest commodity prices before an ever-churning customer base to providing technology that’s so effective at improving business processes and solving business problems that your customers turn to you again and again. This brings you into deeper, longer-term relationships with your customers. And the customers you engage will typically be key decision-makers, such as CFOs and CEOs.

The most successful technology solution sell is the one that nails this sweet spot:

Thus as you shift from transaction sales, you’ll need to make a serious commitment not only to mastering the art of technology solution sales but also to …

Developing significantly deeper relationships with your customers, and
Accessing the technical skills that will enable you to tailor a mix of vendor solutions to fit your customers’ unique requirements.

Upending a business model that you’ve lived by for years is very tough. It can be hard to believe that just a short distance from where you’re standing there’s a more stable, more lucrative approach to selling technology.

So I offer a list of reasons for shifting to a solutions model. This is only a part of the journey — but understanding these payoffs is a crucial and necessary first step.