Many have had to make the switch from selling hardware and software to cloud-based solutions. Explaining this necessity of this new virtual technology, some challenges arise. While Software defined networking (SDN) is a promising technology, industry leaders say this shift will change the face of networking. SDN is a new method of virtualization that covers a network to prioritize traffic, increase the efficiency of infrastructure and the list goes on. To many this is foreign, but there’s a way to explain its value:
1) Understand the Environment
In technology sales, there was a time when tangible hardware was the standard. More than ever, we are in an age of virtualization, and the web of technology has only become more intricate. So, to really sell SDN, get an understanding of the environment and the current network setting. (1) Learn the intricacies of the network so you can gather a need for this technology.
1) Offer the Solution
This is an age of innovative new technology that can fix almost any problem. Every network is built differently and SDN needs to be tailored the individual network. (1) Making SDN unique to the client is wonderful, but the real value comes from understanding the specific problem a client it facing. Learn the current network environment before bringing in the sell.
2) Sell the Value
One of the biggest lessons to be taken from investment tycoon, Warren Buffet, is his principle on buying value.
“Long ago, Ben Graham taught me that ‘Price is what you pay; value is what you get.’ Whether we’re talking about socks or stocks, I like buying quality merchandise when it is marked down.”
SDN can be the perfect solution to a complicated network system, but consumers do not see that unless you explain the value of a clearly functioning network. Clarify how SDN improves what already is in place while highlighting the capabilities and benefits. (2)
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