Feeds

IBM plants Power 7 on Smarter Planet pitch

Solution selling on steroids

  • alert
  • submit to reddit

Internet Security Threat Report 2014

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. ®

Internet Security Threat Report 2014

More from The Register

next story
Azure TITSUP caused by INFINITE LOOP
Fat fingered geo-block kept Aussies in the dark
NASA launches new climate model at SC14
75 days of supercomputing later ...
Yahoo! blames! MONSTER! email! OUTAGE! on! CUT! CABLE! bungle!
Weekend woe for BT as telco struggles to restore service
You think the CLOUD's insecure? It's BETTER than UK.GOV's DATA CENTRES
We don't even know where some of them ARE – Maude
DEATH by COMMENTS: WordPress XSS vuln is BIGGEST for YEARS
Trio of XSS turns attackers into admins
Cloud unicorns are extinct so DiData cloud mess was YOUR fault
Applications need to be built to handle TITSUP incidents
BOFH: WHERE did this 'fax-enabled' printer UPGRADE come from?
Don't worry about that cable, it's part of the config
Astro-boffins start opening universe simulation data
Got a supercomputer? Want to simulate a universe? Here you go
prev story

Whitepapers

Why cloud backup?
Combining the latest advancements in disk-based backup with secure, integrated, cloud technologies offer organizations fast and assured recovery of their critical enterprise data.
Forging a new future with identity relationship management
Learn about ForgeRock's next generation IRM platform and how it is designed to empower CEOS's and enterprises to engage with consumers.
How to determine if cloud backup is right for your servers
Two key factors, technical feasibility and TCO economics, that backup and IT operations managers should consider when assessing cloud backup.
Reg Reader Research: SaaS based Email and Office Productivity Tools
Read this Reg reader report which provides advice and guidance for SMBs towards the use of SaaS based email and Office productivity tools.
Getting ahead of the compliance curve
Learn about new services that make it easy to discover and manage certificates across the enterprise and how to get ahead of the compliance curve.