Feeds

IBM plants Power 7 on Smarter Planet pitch

Solution selling on steroids

  • alert
  • submit to reddit

Combat fraud and increase customer satisfaction

Solution selling on steroids

What we’re seeing with IBM, and this launch in particular, is the evolution of solution selling – call it solution selling on steroids. There will be much more business content in the pitches and more selling to line-of-business executives and executive management. We’re going to see much more emphasis on actual business results from the systems and, along with that, much higher levels of integration between IBM systems, IBM software, and services.

This doesn’t mean that it won’t still be talking the typical feeds/speeds/benchmarks to the data center; it will. But that style of selling effort will happen in concert with business-oriented solution pitches directed at the business-side crowd.

In my mind, this is a natural evolution, and is to be expected. There are several trends that contribute to this change in sales approach and strategy.

First, customers are more technically sophisticated, but at the same time have fewer people to handle integration chores. Technology has rapidly become the source of business differentiation, and a contributor to the execution of every business strategy.

By the same token, the tech industry has advanced to a place where most vendors have mastered the basics and can provide help on higher-level tasks, like advising customers on how to best use this stuff. (Even if a vendor hasn’t mastered the basics, don’t worry, they’ll still offer the advice.) What we’re talking about is counsel beyond the trite “Align IT with business goals” or “Use data to drive outcomes” drivel.

On the expense side, vendors are addressing IT operational issues; helping customers cut data center costs has become a key competitive focus for them. They’re also pushing harder to provide value to the business as a whole, by enabling and even suggesting new strategies and initiatives. While every major vendor has vertical market organizations and has had them for years, what we’re seeing today is that these organizations are getting more sophisticated in how they approach customers, and they are providing higher level value than in years past.

The focus on business-side solutions isn’t unique to IBM, although IBM has probably taken it the furthest. Oracle’s recent discussion of how it will use the purchase of Sun to drive integrated solutions is right up the same alley, as is HP’s increasing emphasis on what it's doing with its EDS unit.

Dell’s Perot Systems buy was also designed to allow it to offer a wider range of business-side benefits to customers. As competition ramps up in all areas of the tech business, expect to see more emphasis on business outcomes in the future.

Read The Reg's highly detailed discussion of the new Power7 chip and some historical context here. ®

Combat fraud and increase customer satisfaction

More from The Register

next story
This time it's 'Personal': new Office 365 sub covers just two devices
Redmond also brings Office into Google's back yard
Kingston DataTraveler MicroDuo: Turn your phone into a 72GB beast
USB-usiness in the front, micro-USB party in the back
Dropbox defends fantastically badly timed Condoleezza Rice appointment
'Nothing is going to change with Dr. Rice's appointment,' file sharer promises
BOFH: Oh DO tell us what you think. *CLICK*
$%%&amp Oh dear, we've been cut *CLICK* Well hello *CLICK* You're breaking up...
AMD's 'Seattle' 64-bit ARM server chips now sampling, set to launch in late 2014
But they won't appear in SeaMicro Fabric Compute Systems anytime soon
Amazon reveals its Google-killing 'R3' server instances
A mega-memory instance that never forgets
Cisco reps flog Whiptail's Invicta arrays against EMC and Pure
Storage reseller report reveals who's selling what
Microsoft builds teleporter weapon to send VMware into Azure
Updated Virtual Machine Converter now converts Linux VMs too
prev story

Whitepapers

Securing web applications made simple and scalable
In this whitepaper learn how automated security testing can provide a simple and scalable way to protect your web applications.
3 Big data security analytics techniques
Applying these Big Data security analytics techniques can help you make your business safer by detecting attacks early, before significant damage is done.
The benefits of software based PBX
Why you should break free from your proprietary PBX and how to leverage your existing server hardware.
Top three mobile application threats
Learn about three of the top mobile application security threats facing businesses today and recommendations on how to mitigate the risk.
Combat fraud and increase customer satisfaction
Based on their experience using HP ArcSight Enterprise Security Manager for IT security operations, Finansbank moved to HP ArcSight ESM for fraud management.