Selling to Network Service Providers

<body topmargin=0 leftmargin=0 marginheight=0 marginwidth=0> <table cellpadding=0 cellspacing=0 border=0><tr> <td valign="top" colspan=2 height=90 BGCOLOR="#006699" TEXT="#080000" background="3a1fd5a3.jpg"> <div> <FONT SIZE="5" COLOR="#000000" FACE="Arial" ><B>Eclicktick Consulting</B></FONT><B>    </B><B> |     </B><A HREF="index.htm" TARGET="_top" TITLE="Eclicktick Consulting"><U><B>home</B></U></A></div> <div>                                                   </div> <div> </div> </td> </tr><tr> <td valign="top" width=210 BGCOLOR="#FFCC66" TEXT="#080000" background="3a2d2b03.jpg"> <div> <IMG SRC="23e9e1e0.png" border=0 width="158" height="286" ALIGN="BOTTOM" HSPACE="0" VSPACE="0">Latest white papers:</div> <div> <A HREF="http://www.eclicktick.com/StrategyEthics.pdf" TARGET="_top" TITLE="http://www.eclicktick.com/StrategyEthics"><U>"Ethics and Strategy:</U></A></div> <div> <A HREF="http://www.eclicktick.com/StrategyEthics.pdf" TARGET="_top" TITLE="http://www.eclicktick.com/StrategyEthics"><U>How strategy, ethics and corporate governance connect"</U></A></div> <bR> <div> <A HREF="http://www.eclicktick.com/EclicktickTelecomWhitePaper2.pdf" TARGET="_top" TITLE="http://www.eclicktick.com/EclicktickTele"><U>Selling to network services providers and their customers using business cases</U></A></div> <bR> <div> Free e-book</div> <div> <A HREF="http://www.eclicktick.com/turnaround.pdf" TARGET="_top" TITLE="http://www.eclicktick.com/turnaround.pdf"><U>"Turn Around! 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However, the fundamental trend towards use of the Internet for increasing productivity, towards increased use of wireless and the development of integrated information processing, content delivery and telephony applications remains a strong secular or long term trend. </div> <bR> <div> Sales innovation will be required to obtain sales in this new harsher market. This white paper addresses some of the innovation that is required.  A key piece of innovation required for vendors is the trend towards (1) the use of advanced business cases for justifying sales of new technology, and (2) a switch towards the total <B>value</B> of opportunity (TVO) away from simplistic measures such as payback and ROI, or even total cost of ownership (TCO). Total cost of ownership is frequently meaningless if marketing success is missing. Or to put it another way, replacing obsolete technology with less expensive, more flexible technology doesn't work unless the market is there for the service.</div> <bR> <div> A tactical reason for business cases is the very practical one that sales people who understand the economics of their clients are in a better position to (1) sell the right solution, (2) structure a pricing deal that is win-win for both firms. A typical problem in the current environment is the reluctance to approve capital expenditures, no matter how good the business idea. Solutions that can be structured as operating expenses, leases or financed on the basis of usage will typically have shorter sales cycles and lead to fewer missed opportunities.</div> <bR> <div> Understanding the usage and cost patterns for a client also makes it easier to propose out-tasking, out-sourcing, co-delivery or other innovative relationships.</div> <div> ...</div> <div> <A HREF="http://www.eclicktick.com/EclicktickTelecomWhitePaper2.pdf" TARGET="_top" TITLE="http://www.eclicktick.com/EclicktickTele"><U>Link to white paper</U></A></div> <bR> <div> =====================================================================================</div> <bR> <bR> <div>   <script> var page_name = ''; var invisible = ''; function sE(){return true;}window.onError=sE;var lp=0; function clr(){lp++;if(lp==1){document.ctr.src="http://64.49.222.57/0.gif";} else {clearTimeout(myT);return true;}} var myT=setTimeout('clr()',120000);var rn=Math.random(); document.write('<a href="http://www.web-stat.com/stats.shtml?alistairdavidson"'); document.write(' target="new"><img name="ctr"'); document.write(' src="http://www.web-stat.com/count.cgi?'); document.write('alistairdavidson::'+top.document.referrer); if (window.screen){ document.write('::'+screen.width+'x'+screen.height+'::'); document.write(screen.colorDepth+'::'+page_name+'::'+invisible+'::'+rn); }else{document.write('::::::page_name::'+invisible+'::'+rn);} document.write('" onError="clr();" onAbort="clr();"'); document.write(' onLoad="clearTimeout(myT);"'); document.write('border=0 alt="Web-Stat hit counter"></a>'); </script><noscript> <a href="http://www.web-stat.com/stats.shtml?alistairdavidson" target="new"> <img src="http://www.web-stat.com/count.cgi?alistairdavidson::NoJavaScript" border=0> </a> </noscript>   </div> </td> </tr></table></body>