What Do They Want?

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What do they want? The answer is simple: they want more for less. How will MPLS provide improved revenue? If this cannot be achieved, then the question becomes: How will MPLS make people's lives easier?

Here is a small list of some things that customers want:

• More service selections

• Better quality

• Ease of migration

• Ease of deployment

• Ease of maintenance

• Lower cost

• Fewer hassles

Service providers want all of the above, plus:

• High-margin accounts

• Rapid recovery

• No loss of service

• 99.99999% reliability

Enterprises want:

• A simpler, easier network to manage

Enterprise networks range in consistency from very stable to constantly changing.

Companies on growth trends are building new facilities and acquiring other businesses. They want ease of intermigration and implementation. Changes must be ably employed within their limited maintenance windows. Their data centers must run flawlessly.

How do we sell the MPLS as a server or hardware? The answer is simple. Know the customer, and give them what they want. Remember that the critical issue for CIOs and CTOs is, 'what's in it for us?'

To sell MPLS - whether as a service or as hardware - you must be able to make a business case. In addition, you must be able to make the buyer's life easier.

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