“The first step in exceeding your customer’s expectations is to know those expectations.”
Roy H. Williams
The technical (left brain) versus the visual (right brain) both need to be catered for in the sales and marketing of your OSS. The customer’s executive tend to want to easily see big-picture benefits, whereas the technical team wants to see the specifications, lists of features, etc.
It’s likely that the product evaluation team consists of both types, perhaps at different stages of the evaluation process. On an important sales opportunity, it is key to evaluate the organisation’s needs, but also evaluate the drivers of each of the decision makers. Is there a single ultimate decision maker? Is there an evaluation group?
Are they left-brain (dot points with lots of facts and figures) or right-brain (lots of graphics and benefits)?
Does each person want to know the specifications of the guitar, the processes of how it’s played, or just listen to the music?
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.
