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Copyright: Solution Channels Limited: 2008 all rights reserved
Business Collaboration for the Solutions Economy
| In an information-saturated, hyper-connected world... The rules of selling have changed! |
| INFORMATION IS EVERYWHERE...AND NOWHERE! There is no shortage of information for sales people to use...but therein lies the real challenge ...Multiple information sources, multiple vendors, multiple Partners disorganised, unstructured and... NO COLLECTIVE KNOWLEDGE! Engaging with prospects, building relationships, and closing deals requires 'on- demand' access SOLUTION information and Collaborative Sales Processes to meet the evolving needs and expectations of customers. |
| THE CLIENT'S REQUIREMENTS... WHAT EXACTLY IS THE SOLUTION THAT IS BEING PROPOSED? What are the solution components? Who is providing each component? Where is all the solution information? What's the combined Business Value? CLIENTS WANT SOLUTIONS - not products and/or services. Clients don’t want to hear salespeople talk about their company's products and/or services - they want to hear about SOLUTIONS... ...and the business results it can achieve when tailored to their needs. |
| We can help you achieve the following: BENEFITS for CLIENTS Lower Evaluation Costs Ease of access to Solution Information Shorter Purchasing Cycles Reduced time to Value Improved ROI BENEFITS for SALES Accelerated Sales Cycles Reduced Collaboration Costs Improved Information Access Solutions focus (not just products/services) BENEFITS for ALL Single on-demand knowledge base (for simplified selling & buying) Manage Information across the Solution Lifecycle (from sales to solution implementation) Improved Business Collaboration (for Vendors, Partners & Clients) Reduced Costs (across the ecosystem) |
| Currently, the burden is on individual ICT sales people & teams - and the multiple partners involved in solutions delivery – to solve this collaboration challenge ... ... usually on a case-by-case basis. |
| Resulting in Business Collaboration - for Vendors, Partners and Clients - for the Solutions Economy |
| What's needed is an OFFERING MANAGEMENT framework - consisting of tools and Common Processes - and federate this across the Sales and Partner ecosystem. |
CONTACT US to find how we achieve this for your organisation