Veroxity Wavelengths

The Consultative Approach to Disaster Recovery Planning: Part Two

Posted by Christian Williams

There are different reasons for needing any or all of these services. Your main concern might be email, application or database backup, or it might be that your servers and connectivity are active at all times. For some organizations, it might not be critical that email is undelivered for a short period of time in the event of a disaster as long as all of the emails within the database are backed up. In this situation, the focus is on database backup rather than constant connectivity. This is why our sale is very consultative in nature. If a customer asks for a connection from point A to point B, we need to understand what it will be used for. Once we understand the purpose for the connection we can gauge the need for diverse entrances, protected services, etc. The answers to these questions enable us to tailor the appropriate solution. It is so important to sell the right size tool for the job at hand. You would not go out and buy a John Deere riding mower to use on 10 x 10 patch of grass just like you wouldn’t grab a knife out of your drawer to eat a bowl of ice cream.

Many service providers today tend to walk into sales meetings with a menu and ask a potential customer what they are looking for. But that prospect may not need what’s on their menu; a different solution may be required. That’s why today’s sales HAVE to be more consultative. What is required by a customer to run their business as smoothly as possible? What exactly are these services going to be used for? Once we have the answer to these questions, we can customize and deliver the best possible solution.