“It’s never crowded along the extra mile.”
Dr. Wayne Dyer
As a vendor, it’s your objective to make the product easier to buy.
There are usually many reviewers within a CSP. Understand the reasons why each one of them could say no. Remove the standard reasons that a company can delay. Fear of choosing the wrong product. Large capital outlay that locks into long-term commitment, Lack of understanding of the product. Difficult to understand pricing. Go the extra mile on the support and sand-pit demonstrations because the others won’t.
Reasons for saying no include:
a. Awareness & Accessibility
b. Perception & Image
c. Purchasing convenience (how easy is it to buy from you)
d. Loss aversion
e. It won’t work
f. It can wait
g. It’s too difficult
All these different variants of fear are the road-blocks. What are your bridges?
Earlier this week, I was lucky enough to be introduced to a talented RAN automation expert. He’s one of Australia’s foremost, hands-on, experts on SON
I was listening to a group of telco experts on a podcast the other day. As they were talking, I kept picturing the image of
Earlier in the year, we wrote a series of articles about the chasm that exists between OSS/BSS buyers and sellers (pt1, pt2, pt3, pt4, pt5, pt6). “The chasm” is
Actually, maybe a few related questions. As you’ve seen from recent articles such as this, I’m increasingly interested in the cross-over worlds of comms and
Here at Passionate About OSS, we are exactly that – Passionate About OSS (Operational Support Systems). We’re also passionate about BSS, NMS, or any other names you call the tools that help to operationalise your network.
