As a Sandler Partner, technology experts can sell any solution across the tech stack – from Cybersecurity and Cloud to SD-WAN and Connectivity to any number of other solutions and services. You can grow your engagement with current customers or be ready to offer new customers what they’re looking before by researching them as a discovery step before you even meet. Regulatory or dispersed workplace requirements? Existing technology integration/standard solutions requirements? Your edge, even if it’s a new space, is your Sandler Partner resources and people to help advance every step of the conversation.
A Sandler Partners team took to the stage, led by Gerry Davis, Senior Vice President of Sales Engineering and Andy Rustad, Director of Sales Engineering – East to discuss ways Partners can take advantage of these opportunities and grow their mindset for what’s possible. Jason Fontana, Channel Director – Arizona, Utah, and Nevada; Shannon Clements, Director, Channel – Midwest; and Michael Clayton, Channel Director – Georgia and the Carolinas rounded out the panel.
Did You Know?
9%
Percentage of IT spend dedicated to telecommunications
90%+
Technology opportunities beyond telecommunications
“You can do a lot of the research early on,” states Gerry, “go to their website (blog posts, mission statement, etc.), go to LinkedIn (company and stakeholder profiles), (and) Yelp. (With) Public traded companies you can see what they’re doing well, and what they’re looking to improve. Look at their competitors. Read reviews. The customers you (already) have, the ones you’re working with every day, every week, every month, you’re calling on them on a regular basis. One of the benefits you have (is) you’re learning about these organizations on a regular basis. You can start using this knowledge, to help others gain efficiencies. (Also) try to be very consultative, introduce them to things they may not have thought of before.”
“If you’re dealing (or going to be dealing) with someone who has a Contact Center, with a customer base,” adds Jason, “I like to call in and try to get through their Contact Center tree and see how it works. What you’ll see, most of the time, is that they’re not set up correctly, and you can bring that up. They may not know (of that issue), so you’re bringing them value which you’re there to do anyways.”
“(HR postings can be informative). You may see openings for specific positions,” shares Andy, “related to Cybersecurity, or an infrastructure manager – arming you with good questions to ask during the discovery call.”
“(Don’t) go into these conversations with a pre-conceived idea of what you’re going to talk about,” recommends Michael. “Ask what challenges (they) have (and) what projects (they’re) working on. Go to their website and see what regions they’re in. For me, it’s understanding the challenges they’re facing and helping them address their challenges. Don’t go in as a Network guru or Voice guru, because what I see happen all the time is once (they see you as) the Voice guy, they’re not coming to you with the other items. You end up losing, say 90% of their business.”
“Focus on the pain points, it opens a larger focus,” states Shannon, “It’s not always what you’re going (in) for. You’re thinking this is a Voice opportunity, you hear some of the pain points, and it’s beyond voice. Make sure you’re asking open-ended questions to get them talking and learn about their infrastructure.”
“What’s great there is,” adds Andy, “they’re non-technical questions, they’re business questions. It’s a business conversation. It’s not about what we, as sellers are interested in selling the client in any way, shape, or form. It’s about understanding their environment. Are there any existing critical issues that they’re challenged with today? Have better information before you go in to meet with your client (so) you’re better set up for success.”
You have resources to help you get started selling to any customer, in any vertical, across the full breadth of the Sandler Provider Portfolio. Your dedicated Sales Engineers are working with these technologies every day. You have tools in your Sandler Portal from Sales (SCOUT, Solutions Finder, Scout for Solutions Center) through to the Marketing Center platform where you have 100’s of pre-built technology marketing pieces you can self-brand, customize, and leverage 24/7. Your Channel Manager can also help you with general questions or to develop specific deals. As a Partner, you also have a dedicated support team, review your people (and contact info) on the home page of your Sandler Portal. To go deeper into this conversation, including specific vertical examples, watch the session recording today!