Winshuttle Partner Sales Training Selling to IT EN
Master Data – Sales Training
Selling to IT
Kristian Kalsing Director of Solution Management
Copyright Winshuttle 2014
What do we mean by IT? SAP IT and Microsoft IT are typically different departments with no collaboration. We generally have good relationships with SAP IT since we have little impact on the SAP system itself. We need to become better at engaging Microsoft IT.
Who should we be talking to? • CIO • Director of IT • Director of Application Development • Applications Manager • Director/Manager of Business Systems • Etc.
What are their goals? Common IT goals: • Serve the needs of the business • Be more responsive to the business • Minimize complexity of infrastructure • Utilize existing skills • Use same technology for a broad set of business problems
What is preventing them from reaching their goals? “We have an 18-month backlog!”
“We need it now!”
Business Leaders
Demand “Spend Less!”
CFO
IT/Apps Leader
Capacity
Positioning to IT
Tell the horizontal story… IT usually has a horizontal view as opposed to the vertical view of the business. Business leaders buy solutions to specific problems. IT buys broad capabilities that can be used to solve many problems.
Aggregate the demand from across the business to position an enterprise licensing agreement.
Tier-1 Solution v Winshuttle “We have already bought SAP MDG or XYZ, why do we need Winshuttle?”
Trains v Buses
Selling to IT
Kristian Kalsing Director of Solution Management
Copyright Winshuttle 2014
What do we mean by IT? SAP IT and Microsoft IT are typically different departments with no collaboration. We generally have good relationships with SAP IT since we have little impact on the SAP system itself. We need to become better at engaging Microsoft IT.
Who should we be talking to? • CIO • Director of IT • Director of Application Development • Applications Manager • Director/Manager of Business Systems • Etc.
What are their goals? Common IT goals: • Serve the needs of the business • Be more responsive to the business • Minimize complexity of infrastructure • Utilize existing skills • Use same technology for a broad set of business problems
What is preventing them from reaching their goals? “We have an 18-month backlog!”
“We need it now!”
Business Leaders
Demand “Spend Less!”
CFO
IT/Apps Leader
Capacity
Positioning to IT
Tell the horizontal story… IT usually has a horizontal view as opposed to the vertical view of the business. Business leaders buy solutions to specific problems. IT buys broad capabilities that can be used to solve many problems.
Aggregate the demand from across the business to position an enterprise licensing agreement.
Tier-1 Solution v Winshuttle “We have already bought SAP MDG or XYZ, why do we need Winshuttle?”
Trains v Buses
