Why would an organization choose us over someone else?
A couple of years ago, before we developed our comprehensive best practice encryption service, we competed against anther company to deliver an encryption solution. The prospective customer liked working with us and respected our expertise, yet they selected our competitor. Our pricing was fairly close, we were both proposing the same product, our architecture and delivery mechanisms were similar, so why did they select the other company?
Our competitor thought differently, and proposed an outside the box addition to the solution. They recognized that the IT department would be fighting an uphill battle with their users to get them to adopt the new encryption software, and they offered the assistance of their marketing group to create awareness and excitement about the project.
The need was clear – architect and install an encryption solution. D&D proposed exactly what the customer asked for. Someone else thought differently, and realized there was more to this than what the customer thought they needed. They won, fair and square.
I’ve mentioned this before – our customers are evolving and they are no longer looking to us to just walk them through implementations. They are looking for much, much more.
We can choose to be the same as every other integration company out there. We can deliver the same assessments, the same designs, the same implementations and the same support.
Or, we can choose to think different.
Latest posts by Chris Labatt-Simon (see all)
- Shout! Scream! Yell! Your Company Depends On It! - August 19, 2015
- Smarts + Experience + Listening = Greatness. The Magic Formula. - August 19, 2015
- Company Messages Are Critical - August 19, 2015