Windows Essential Business Server

You need to know you can make money with a new solution before investing in it. In addition to understanding the Windows Essential Server Solutions family, key questions must be answered such as: Where does the solution fit in our businesses and with our customers? How far are we from being ready to offer this solution? Do we have a relationship with the vendor and do we understand their programs? What other partners are successfully selling the solution today? Is the projected pricing suitable for our market?

Technical readiness involves evaluating, training and
documenting aspects of the solution and technical
team. It includes activities such as skill assessments,
internal research and development, solution testing
and training, and documentation.

Sales readiness involves assessing, profiling and training the sales team to close business generated from marketing activities. It includes understanding the solution’s fit with existing and prospective customers, categorizing opportunities and training the team.

Marketing readiness involves identifying the message and methods for communicating value to customers and prospects. It includes demand generation activities including direct marketing, educational events, reference accounts and more. It also involves talking with customers about how their wants and needs align with the solution.

Solution readiness brings together all components and benefits of the solution in ways customers can map against their needs. It includes synchronizing marketing and sales activities, aligning the new solution with existing offerings, and preparing back-end systems to procure, document, track and support the solution.

There are always questions and concerns that attempt to derail the success of a new solution. Managing these inhibitors includes proactively addressing concerns, identifying blockers to success and developing FAQs to unify the message.

Success is ultimately measured by the customer’s satisfaction and the resulting increase in loyalty. Are your processes designed to deliver on the quality requirements of the customer? Do your project management activities perform as planned? Are you able to offer repeatable, scalable implementations that deliver both satisfaction and profitability?