Why the relief is near for the IT Dept. issue in the sales process
The IT dept questions
Whenever you are selling software solutions or security systems to companies you need to face the IT Department: The IT manager and his highly trained staff.
They will question you about all possible imaginable issues and other competing technologies.
They seem to know more and are aware of more technologies than your technical sales support staff.
Apparently they can ask more questions than you or your technical sales support can ever answer as they have had trainings and courses about IT technologies.
Sometimes we wonder if they have had trainings in posing difficult questions or posing the next question.
On the other hand the business managers or directors of the company have a limited number of questions. They are more interested in the benefits and the advantages for their business or the company: if we implement this what would it cost and what’s the return on investment ?
If you can get the VP Marketing interested then the required budget is no longer a problem as in many cases marketing budgets are beyond all other budgets in a company.
The relief by cloud computing / web services
When cloud computing and web services will become generally and commonly used then there will be no IT Dept. Probably only a CIO as the IT Dept. has become obsolete due to the fact all an employee needs is a browser.
Then solely the business manager or company directors will decide and rule.
No more questions about the technology.
Just questions about the benefits and advantages of using your solutions.
When will this happen? The process of converting to could computing and web services has already started.
Will this mean also the end of the technical sales support in the software business ? Probably.
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