| < Day Day Up > |
|
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.
| < Day Day Up > |
|