Selling Enterprise 2.0 in a crisis
In recent times, selling technology solutions can be quite a challenge. Nothing to do with the technology nor the team delivering it. It has something to do with the credit crisis. With the banking sector hit pretty hard, it snowballs to the rest of the industries. You might have read that IT spending is down and employment rate is climbing and the government is cutting interest rates like no tomorrow.
Its difficult times for sure. However, it doesn’t mean NO ONE is spending. As long as there is a dime out in the market, its up for grabs – survivor of the fittest. There are still heaps of opportunities out there. So how can you sell Enterprise 2.0 in such a time?
Enterprise 2.0 has been traditionally sold in various ways – document management focused or collaboration focused, social networking focused and there are many different ways vendors position their product. Many vendors have also used the term Web 2.0 very loosely – sometimes it doesn’t even mean a thing.
1) Try not to use the word Enterprise 2.0. Its a buzz word. Sell the underlying concepts – collaboration, connectivity, knowledge sharing, global teams, cost reduction in travel and phone cost, talent management. These are all key benefits of an Enterprise 2.0 platform.
2) Solve a problem. Many people forget that Enterprise 2.0 is a tool to help organisation achieve some of their goals. It could be in the form of cost savings, higher efficiency or something – Tackle these goals. Tell your clients how you can get them there. If you are unsure of the goals, try to solve an immediate issue, once they can see the benefit, its easier to sell the bigger picture.
3) Enterprise 2.0 platform is strategic. Believe it and sell it.
4) Don’t sell a tool, sell a solution.
If you have anymore tips on selling, please share your thoughts.
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