I had the recent chance to visit eTail 2018 – a marketing conference hosted in Palm Desert. Amongst the many e-commerce companies and tech startups pitching their products, one discussion panel managed to stand out: the head of technology and product at Dell, Harsh Archaya.

Among the topics covered was the importance of evaluating company goals before implementing new technologies.

“We are getting to the point where every business ‘problem’ has a potential technological solution. No matter what industry, no matter the size, there are vendors and manufacturers ready to sell you on their technological fix.

While that is exciting for vendors, what businesses need to realize is that not every solution is the perfect fit for the direction their business is moving.

At Dell, we make sure that every technology we decide to implement is first predicated by a discussion of our company goals. Using technology to fix pain points will never result in an efficient business. Using technology to aid and assist the development of your business goals will result in a more comprehensive and helpful implementation of technology.”

So what does this mean for CFOs and CTOs looking to implement new solutions to their business? Simple. You first need to have a hard look at your business and determine what is most important for your company. Once you have identified where you want to be, you can discuss your company goals with your solutions provider and they can assist you with the acquisition of the right solution for your specific company.

The task for solution providers is a little more demanding. Rather than attempting to sell individual solutions, ask probing questions of your clients that force them to think critically about their business model, their company goals, and the direction they want to move. It is easy to sell individual components, but any good salesperson knows the key to developing a long-term relationship with their client is to become a trusted advisor. By asking the hard questions up front, you allow yourself and your client to develop a custom solution that is the perfect fit for their business in the long run while also potentially creating a much larger solution than initially discussed.

What do you think of Archaya’s comments regarding implementing new technologies at businesses? Is he being too prudent or do you feel like he isn’t being safe enough? Share your thoughts with us – we would love to hear from you.