With emerging technological trends, such as next-generation security, hybrid cloud and SD-WAN, consumers are continually searching for partners whom they can trust to lead their IT journeys.
The customer experience landscape is revolutionising the decision-making process for businesses, ensuring that their provider of choice is right for them. At the heart of this revolution is Pre-Sales.
Finding a provider who is engaged, flexible and proven can be a challenge and sometimes the best way to evaluate this is to consider a provider’s culture and people. What personal and business values do they instil? Are they approachable and could you work with them?
Choosing a provider should follow a similar methodology to recruitment; consumer and supplier relationships are about partnerships and as such your provider of choice should be considered as a trusted extension of your business, an organisation (and above all people) who can be relied upon to deliver service excellence on your behalf.
Equally, in adverse circumstances; are they an organisation who you can consult with comfortably and constructively? Do you feel they will support you confidently, with a willing and supportive approach?
Being an advocate of the law of attraction, my mantra is simple, by focusing on positive or negative thoughts a person brings positive or negative experiences into their life; this can be applied in equal measure to both your personal and professional life and as such forms the basis on which a positive partnership can exist. A positive customer experience is one of the most critical aspects of any working relationship and by ensuring this is consistently delivered, we are guaranteeing the success of such partnerships; as a more literal example, ‘word of mouth’ reviews are often the most powerful form of customer attraction.
Having asked yourself these questions and having agreed to discuss your particular requirements with a provider and their Pre-Sales team, what specific qualities and/or attributes should you look for?
In traditional technical fashion, you may find the adoption of the below acronym useful:
Pride – Do they display a sense of pride in their products and services? Do they capture and fulfil all of your requirements, understand your goals and aspirations as a business and present this back to you in a professional and comprehensive manner?
Responsibility – Do they accept and welcome the responsibility and reliance upon which you are placing on them? Do they own and operate their solutions end-to-end, and if not, are they open about this and willing to take responsibility for elements which are outside of their direct control?
Engagement – Do they exercise peer engagement, ensuring that your business operating model and goals are fully understood at all levels with named stakeholder contacts readily available?
Support – Do you feel supported, assured and comfortable in the supplier’s approach in all areas of your business?
Adjust – Upon designing a solution and met with a change or adjustment to be made, is the supplier flexible and able to adjust their approach confidently and efficiently to meet your business needs?
Listen – Do you feel they have listened to you, understood your requirements and documented them; sufficiently demonstrating how these will be addressed?
Educate – Can they sufficiently educate you in your technology choice and in so doing lead your businesses IT strategy?
Solve – Above all attributes, do they formulate a solution that addresses your problem and/or desire for technological change or advancement?
Choosing an IT provider for your business grade services can be a challenge and often the fear of engaging a new supplier can cast a shadow over the potential benefits this could bring you as a business.
With an open-minded approach and a willingness to discuss your requirements openly with providers, whilst evaluating their approach and culture, will inevitably allow you to find a provider who can innovative, fulfil your needs and become a valued partner and extension of your IT function.
Here at M247, we pride ourselves on our Pre-Sales team; expert industry professionals who strive to provide customers with the best technical solution.
Get in touch with us today and request a discussion with our Pre-Sales team, who will be happy to help you begin your IT journey.