Sell Value by Translating Technology Benefits Into Strategic Results |

Organizations are focused on achieving their objectives. To figure out the customer’s compelling reason to buy you must understand what they are trying to accomplish. Helping customers translate their business objectives into a set of clearly articulated, technology needs is an important part of your sales process.

There are four categories of objectives you need to explore with a customer to gather the information you need to build value.

Strategic objectives energize the organization. They are the organizing logic that connects all the other kinds of objectives. Strategic objectives usually define core business initiatives, such as establish market leadership, revolutionize a business process, or build breakthrough products.
Economic objectives quantify the financial benefits of achieving the strategic objectives. Economic objectives are measured in money, such as increasing sales, reducing costs, accelerating cash flow and minimizing risk.
Operational objectives explain how the strategy will work. Operational objectives balance the need for efficiency with the ability to respond to change, such as improving quality, increasing flexibility, ensuring capacity and building new capabilities.
Technological objectives define how the technology will enable the business strategy. Technological objectives balance a company’s need to enable increasingly complex business strategies while protecting their legacy investment in hardware and software systems.

A company’s business strategy guides the organization towards their goals, which is usually to increase revenues and profits. Strategies cascade down the organization from the top. At each level of the organization strategies are converted into tactical decisions. Successful tactics move back up the organization in the form of results.

As you move down the organization, customer needs and problems become increasing specific. At each level, people are implementing strategy by making increasingly tactical decisions. These decisions are producing results that eventually roll up to deliver the CEO’s promise to increase revenues and profits.

To build the value of your technology solution, you need to link the results your solution can deliver to the strategies that are driving the tactical decisions. You need to show how it satisfies the needs of not only the people that will use the solution, but the higher level executives who are responsible for the strategic results.

By helping each level of the organization see how they fit into the big picture you build the credibility of your proposal. By satisfying needs on every level and providing benefits that link the tactical results to the successful implementation of the business strategy, you strengthen the link between your technology and their success. Satisfying needs and solving problems by demonstrating features and benefits builds the customer’s appreciation for your technology. However, you don’t actually create value in your customers’ mind until you show them how these benefits directly impact the success of their business strategy. Making the link between the benefits of your solution to the results generated by the successful business strategy is the key to selling value.

Technology Infrastructure Outsourcing – Staying Ahead |

Poor customer service and productivity is often down to poor and/or the inadequate management of a business’s infrastructure architecture: This can be particularly true with regards to internet technology infrastructure. A solid technology infrastructure provides the necessary backbone for businesses to meet future demand as well as the business goals of that Company. For larger corporations operating from several locations the need for advanced technology able to collaborate is paramount: As is the need for reliable and flexible infrastructure solutions which are scalable in the short and long term – And this is when an experienced and knowledgeable IT Infrastructure Architect can be worth their weight in gold…. as they say.

It’s A New World

The ‘new generation’ IT Infrastructure Architect is able to provide the support essential for modern business: Enabling them to mature by providing creative infrastructure solutions which utilise cutting edge support methodologies, models and tools. Applications and Data have traditionally taken precedence with regards to technology infrastructure. Today ITC (Information and Communications Technology) facilitates modern business – However, without a sound technology infrastructure in place there is little information and there is little communication – Hence a Company can not carry out business without a sound infrastructure: At least, it cannot carry it out productively and cost effectively – And in an ever increasingly competitive world this can be economic suicide.

Applications And Data – The Backbone of Society

Business continuity and agility relies on sound technology infrastructure. Even so, the complex logic of supportive and sound business automation also relies on the software applications which drive it. Therefore it seems predictable that the applications – the technology – enabling businesses will receive precedence. Nevertheless, Technology Infrastructure Services have been…shall we say… comparatively simplistic in times past. The applications deployed are far more complex: As are the features they provide – And Data has become the ‘lifeblood’ of society. What is a bank account… but a set of number held in a database. Indeed, in the twenty-first century Data is the main ingredient of the worldwide business pie.

Meeting Demand

The need for an innovative as well as reliable IT Infrastructure Architect has risen inline with the rise in the complexity of business’s technology infrastructure: In addition to the applications they utilise. Today’s Technology Infrastructure is smart: The development of businesses such as E-Commerce and E-Marketing place new demands which require new IT Infrastructure Solutions – Which in turn requires a new breed of IT Infrastructure Services. More and more Companies are looking for those professionals who can meet new demands – And they are frequently finding those professionals through outsourcing. Indeed, Technology Infrastructure Outsourcing has enabled businesses to keep up with these rapid developments: And it has allowed them to do it cost-effectively.