Street Smarts

No matter how large, there is no way for a telecommunications vendor to reach every prospective customer, especially at a time when you’re creating and selling myriad solutions and technologies.

Now that corporate budget-strangleholds have loosened, resellers are spending much of their valuable time waiting for approval on the many requests for proposal (RFPs) and bids they have in-play across existing and prospective customers. Depending on the size of the potential contract, the client’s level of comfort, or the complexity of the implementation, the sales cycle can take mere hours—for the download of software—to months. While some studies suggest B2B sales cycles are decreasing, it’s important that you further reduce the time it takes for customers to make their decisions in your favor. After all, even though the cycle seems to be shortening, it still takes 50 percent of customers between six and 12 months to make a B2B purchase decision, found Marketing Sherpa.

For many companies the purchase of IT equipment, telecom systems or software can be a challenging task.  First, you have to make the business case for the need and then you have to find the budget and finances to make the purchase happen.  For many companies this is where the initiative dies.  The costs of these equipment purchases can quickly cut into operating capital for many companies.  In today’s uncertain credit markets, it can be challenging for many companies to find the credit to make these purchases happen.  Of course, without the ability to fund growth how are these companies supposed to grow and improve performance?