How do you get someone to see the value in IT? Seriously. And I’m not talking about the “good enough” problem. But someone understanding that not either spending money for the right licenses, the right hardware, the right platform, the right solution is holding them back?
And quite honestly I blame this on two things… one is the culture of the industry. We are inquisitive beings that like to do things ourselves. As such we don’t then reach out for the expertise when we need it. We just continue to do what we do because it feels comfortable until something comes along to wake us up.
Secondly, I don’t think we value our time. We use Excel and paper and the ways we do business because it’s just easy to continue to do what we do.
I can understand when someone says “well Vista is a hard sell because XP sp2 works so well”. What I have a hard time understanding is when someone isn’t seeing that a peer to peer network is holding them back. Or that manual timesheet doesn’t capture the time well enough and revenue is lost. I never could see the value in the trial version of SBS, as I saw it as a lot of Active Directory installation to then just turn around and rip back out again. I could see the value and the promise. But some folks need that hands on, the happy customer story, the view of the solution.
What’s the answer to this problem of a lack of vision? Is case studies and happy customer stories enough? I don’t think so. I think we’ve been spun at and marketed that we’re not buying stuff like we used to.
I think the key is to not just sell stuff, but help the solution seller help the business process. There were several folks who talked about that they were trying to get the SBSC credential and they would come in behind the SBSC certified youngster who was technically adept, but business lacking.
It’s the process …and I think that’s what all this marketing stuff can’t teach.
I’m not sure it comes in slick brochures and 3 minute advertisements and elevator pitches.
It comes from the school of hard knocks.
(BTW I misspelled the S”B”SC initially as SCSC… if you want to know about SBSC and don’t… check out https://partner.microsoft.com/US/40021525)