Posted on: August 23, 2018 By: CNSG Marketing
“What exactly is a ‘grandmother’s blanket of technology infrastructure” and how do you help your customer get out from under it?”
As a technology adviser, you see it all the time. Your customer or prospect has pieced together multiple services from multiple carriers, multiple monthly invoices and multiple points of contact for service and support. And that’s just at one location. Now multiply that by five, ten, fifty, one hundred, or even thousands of locations.
You may have entered the opportunity to help solve one need, but as that blanket slowly unfolds you realize that you are in a position to offer them answers to questions they may not even know they have.
They didn’t get there overnight. Location by location, carrier by carrier, service by service, another ‘square’ was sewn together. Each time, the complexity of your prospect or customer’s overall infrastructure grew but they were either too busy to notice or just continued to apply more and more resources to manage it.
Perhaps most importantly, they had not yet found a trusted adviser who could see the whole ‘blanket’, take an objective look at what they had woven together and say I know where you are and I know how to get you to where you need to be.
“You are that trusted adviser. You know from experience that this ‘grandmother’s blanket of infrastructure’ is most likely increasing the potential to overspend for services, under-utilize the latest technology and perhaps even stalling the growth of their organization. Costs are up. Productivity and efficiency are down.”
But who do you turn to when you need support unraveling what’s in place?
You need to align with a team that’s seen this complexity before and is skilled at breaking it down piece by piece, auditing and analyzing services and invoices, with the insight to deliver tangible options to the conceptual need to ‘simplify’.
BCN has been working exclusively through partners like you to help customers find simplicity in complexity for over 24+ years. We’re doing it today for over 25,000 business clients.
So help your customer throw off that “grandmother’s blanket of infrastructure” and get back to their business. With BCN complex never means complicated.
The BCN team faces complexity head on and delivers the simplicity that allows our partners to help customer focus on their business, not their technology services. We deliver converged voice, data, cloud, and wireless solutions on a single BCN platform with a solution portfolio from over 75 best-in-class wholesale network partners. And we do it all on one consolidated monthly invoice for all services and all locations, with one 24/7 U.S. based support team and a world-class online portal where you and your customer have access to manage their entire BCN portfolio of services at all locations.
Posted on: August 16, 2018 By: admin
15 Networking Experts You Should Be Following on LinkedIn is brought to you by Cato Networks.
The areas of enterprise networking, SD-WAN, and networking security are fast-paced and changing as our enterprises digitally transform. Analysts IDC expect SD-WAN, in particular, to see major growth. This blooming industry is bringing with it experts that cover both the technical and business aspects of using the technologies. They offer advice and know-how into real-world applications and use of the technologies as well as insight into the emerging side of the industry too. Below, we’ve listed 15 of the top experts in enterprise networking and SD-WAN who we recommend following on Linkedin. These are industry leaders that we look to for the latest developments in the world of enterprise networking. These are all experts with strong experience in the field, and when they speak about enterprise networks, it’s always worth hearing what they have to say.
Brad is the Technical Account Manager for AWS and before that an engineering Architect for VMWare. Brad has extensive hands-on experience and specializes in Cloud networking, data center infrastructure, and network security. Check out an interview with Brad on VMWorld TV.
Greg is one of the co-founders of Packet Pushers which is a weekly podcast about data networking by networking architects. Greg is a veteran of networking and a prolific writer. Sign up for his networking newsletter which gives the latest news on networking infrastructure and great hands-on advice too. Greg stated recently on Twitter: “Gonna talk about SD-WAN in 2018. It will be kind of ranty. Ok, maybe a lot ranty.”
Andrew is a Gartner Analyst specializing in Networking and SD-WAN. He has a blog which he writes in regularly, with a mix of industry insight, technical advisories, and predictions such as “Predicting SD-WAN Adoption”. In this post he discusses the prediction that by 2019 30% of enterprises will be using SD-WAN. His tweets include: “In our world, the network API is a change request ticket”
Matt runs the blog “Standalone Sys-Admin” where has offers a mix of technical how to’s and more personal views such as “Stop hating your work”. Matt also is the Linux Systems Administrator for SpaceX where he combines his love of science and engineering. Matt has a Github repository where he hosts projects and experiments that may be helpful to networking professionals.
Erik’s specialties include SD-WAN, Network Design, and Engineering and IT Security. In a recent LinkedIn article on “Achieving a Lean Branch with SDWAN and Cloud Security Services” he talks about the use of SD-WAN when optimizing security. Erik also has a column at Network World where he writes on networking technologies such as SD-WAN and how they can be embraced by the C-Suite.
Steve founded the global consultancy firm SD-Wan Experts who offer expert consultation on networking technologies like SD-WAN as well as IT security. Steve has a column at Network World where he offers his expert advice. One of his latest articles looks at the importance of choosing the right ISP for your SD-WAN, focussing in particular on the the quality of their Internet connections.
Ashish is the Program Director, Computing Platforms, for analysts IDC. He spends his time doing research into networking infrastructure, storage systems, and Cloud data centers. Ashish uses his Twitter feed to keep us up to date with the networking world. Ashish was a speaker at the 2017 IDC at VMworld, where he spoke on “Digital Transformation in the as-a-Service Era”.
Simon works across a number of areas and on projects such as Hyperledger and OpenForum Europe. He also advises corporations and governments alike on how to successfully deliver technology. Check out Simon’s talk at GOTO 2017 on “Why the Fuss about Serverless”.
Ben is a Global Executive & IBM Security Partner as well as an NTSC Advisory Board member with over 25 years experience in the tech industry. Ben occasionally writes for Security Intelligence magazine where his article on “Secure SD-WAN: The First Step Toward Zero Trust Security” looks at how to apply the model of zero-trust in security to SD-WAN.
Russ White is a member of LinkedIn’s Infrastructure team with 25 years of networking experience. Russ publishes his thoughts on networking on his blog and has also published a number of books on network architecture. In a recent blog post, he discusses how the fast pace of network innovation is causing uneducated customers to invest in overly complex networking solutions.
Marcel founded Ancoma which is an innovation and consulting network focusing on business infrastructures. Marcel has a number of specialty areas including ICT, Information technology and telecommunications. He has immense business experience across sectors such as telecoms. Marcel will be speaking at WAN Summit in London in October 2018.
Simon works for New York Mellon Bank as Vice President of Unified Communications Engineering and leads the EMEA team for Network Engineering. Simon is exploring how SD-WAN could benefit Mellon bank and will be talking at the WAN Summit in London later this year.
Matt is a cloud and network specialist with over 15 years of networking experience. Matt currently works as an independent contractor and publishes a blog with helpful explainer videos and posts on a variety of networking topics including SD-WAN, the Internet of Things, and Cloud security.
Tom is a networking analyst at Foskett Services and the creator of networkingnerd.net where he offers an irreverent take on networking news and trends. In a recent post on wireless networks, Tom explains why so many customers aren’t willing to pay for quality wireless and how this leads to mediocre service for consumers.
Robin is a storage analyst, consultant and blogger. Robin writers for ZDNet at ‘Storage Bits’ where he focuses on the SME marketplace. His ‘look back’ article for 2017 “The best emerging storage tech of 2017” looks at the best storage technologies to come out of 2017.
As networking technologies evolve, keeping up with the changes is an ongoing task for networking professionals. Experts like our 15 above can help you do that by passing on their knowledge, industry insight, and hands-on experience in blogs, at shows, and on Twitter.
This article was written by Dave Greenfield. Dave is a veteran of IT industry. He’s spent more than 20 years as an award-winning journalist and independent technology consultant. Today, he serves as a secure networking evangelist for Cato Networks.
Posted on: August 9, 2018 By: admin
3 Tips on Upselling and Cross-Selling to Customers is brought to you by CallTower.
Once you have convinced a customer to purchase a product, you should not consider your sales pitch done. After the purchase is certain, your next battle will be to try to cross-sell or upsell in order to increase the value of the sale. Both upselling and cross-selling have proven to be highly effective methods of increasing the final value of a sale, as many customers are willing to spend slightly more than they had planned. However, following certain guidelines can help to increase the likelihood of a successful cross-sale or upsell without turning-off what would have been a potential sale. Here are a few tips to help you successfully upsell and cross-sell to customers.
Don’t Overdo It
While cross-selling and upselling have proven to be extremely successful sales methods with as high as a 70% success rate, it is important not to overdo it when suggesting these add-ons. If you suggest too many additional options to customers, or get too pushy, you not only risk overwhelming and confusing a customer, but you could actually risk losing the sale altogether. While add-ons can be great, a small sale is still better than no sale at all. You should then keep your suggestions as brief as possible while making sure that the customer understands how the additional product would benefit them. However, it is important to recognize when a customer is not interested in something else and back down to prevent them from deciding not to make a purchase at all.
Limit The Price Increase
In order to ensure a successful cross-sale or upsell, you should also limit the amount the additional product would add to the total sale price. Generally, it is best not to try to upsell or cross-sell if doing so will increase the total purchase price by more than 25-35% of the original value. Customers are more likely to agree to an upsell or cross-sell if it does not represent a dramatic increase on what they had already been planning on spending.
Get to Know Your Customers
Successful upselling and cross-selling also requires that you take some time to get to know your customersso that you will be able to understand their wants and needs. By getting to know your customers, you will be able to suggest a cross-sell or upsell that they may actually want/need, making it more likely that they will purchase the item. Additionally, getting to know your customer will help you to determine if they are even open to spending more money. If a customer is clearly on a tight budget, you do not want to waste your time by trying to upsell to them, as this could end up alienating them out of making a purchase. As with all sales, getting to know your customer is key in upsells and cross-sales.
Successful cross-selling and upselling can help to turn a sale into a great sale; however, it is important that you use tact in order to ensure the success of your upsell or cross-sell. Want some more ammunition in your sales belt? Download our guide here for more tools!
Posted on: August 2, 2018 By: admin
Private vs Public Cloud: It’s All About Control is brought to you by Expedient.
Cloud computing delivers infrastructure as a service (IaaS) that can be consumed as an operating expense rather than acquired as an asset. The flexibility of moving from capital expense to operating expense provides organizations with a choice between public cloud and private cloud environment options. Choosing between the two—or taking a hybrid cloud approach where workloads operate in both types of environments—requires an understanding of the subtle differences.
In a public cloud, logical computing resources are shared among multiple organizations across the same physical infrastructure and the following feature attributes apply:
- Capacity – The computing, storage and networking resources in a public cloud are shared among multiple organizations and while demand can be matched with supply to ensure the most efficient allocation, those resources are not unlimited.
- Cost – A public cloud delivers a high value return because resources are shared among multiple organizations and can be consumed irrespective of location.
- Control – While public cloud environments deliver control over resource utilization, the shared nature of the infrastructure leaves some elements up to the hosting operator.
- Reliability – High availability configurations in the public cloud provide shared redundancy capabilities.
- Security – Because physical resources in a public cloud are shared, some organizations choose to be selective about which workloads operate here.
In a private cloud, all computing resources are dedicated to a single organization and the following feature attributes apply:
- Capacity – All computing, storage and networking resources in a private cloud are dedicated to a single organization and demand can be matched with supply and to ensure the most efficient allocation.
- Cost – A hosted private cloud can be delivered with little to no capital expense and instead consumed as an operating expense that is predictable over a period of time.
- Control – A private cloud is built to be consumed by a single organization that retains the ability to configure and manage resources without the restrictions that might be imposed in a multi-tenant solution that shares resources.
- Reliability – High availability configurations provide dedicated redundancy in a private cloud because all resources can be assigned in the event of a failure.
- Security – The combination of physical and logical segmentation for resources in a private cloud safeguards the infrastructure at multiple layers which creates additional peace of mind for sensitive workloads.
Making the Decision
A public cloud solution may be right for you if:
- Business growth is dynamic and computing demand fluctuates over time
- Security is an imperative, but workloads can be appropriately segmented to reduce any risk that might be associated with industry or government compliance mandates
- Keeping costs low by taking advantage of economies of scale is appealing
A private cloud solution may be right for you if:
- Business growth is predictable and computing demand is stable over time
- Industry or government compliance mandates limited the feasibility of shared resources
- Accepting higher, but predictable costs to ensure dedicated resources is strongly desired
Some organizations may choose a hybrid approach by deploying workloads across both types of environments.
Public, private and hybrid cloud environments can keep data safe, secure and separate.
Expedient can deliver the outcome you’re looking for in one of its local data centers near you or one that’s further away—for backup or disaster recovery reasons.