GoldenOar's John Ochinero releases "The Enterprise Endeavor"
July 04, 2006 (PRLEAP.COM) Technology NewsGoldenOar's John Ochinero today released his latest tutorial on IT sales in the super-charged competitive US market.
Prior works by Ochinero have focused on channels such as VAR/Integrator, mass merchants, independant resellers and manufacturer representatives, "The Enterprise Endeavor" focuses on critical considerations the vendor must keep in mind when pursuing the illusive Fortune 1000.
While primarily written with the vendor of security software in mind, this paper can be highly instructive to vendors of hardware and services when providing guidance to sales personnel.
"Regardless of the channels the vendor utilizes in reaching the market, it is incumbant on the original source of the finished product to develop large opportunities" Ochinero said "VARs/Integrators will typically not dedicate the resources over months and perhaps years to penetrate these large accounts."
"The Enterprise Endeavor" identifies key source material for locating and contacting "C" level officers, provides what is referred to as "Postulates" of enterprise sales, quotes words of wisdom from such business oracles as Harvey Mackay and recognized political movers and shakers as Hillary Rodham Clinton.
Examples of the "Postulates" includes the importance of how the vendor's offering mitigates liability such as criminal or civil legal action. Ochinero opines that the threat of crossing such regulations as HIPPA, Sarbanes-Oxley or Gramm-Leach-Bliley provides additional incentive for the enterprise to take action.
Most importantly, "The Enterprise Endeavor" promotes the concept that each department of the enterprise should be addressed based on how the solution meets their needs. Human Resources may be interested in reduced in lower turnover or higher motivation, Finance in lower costs and better reporting, Marketing in faster time to market and larger market share, etc.
"The Enterprise Endeavor" can be found on the GoldenOar web site along with other recent Ochinero publications addressing the channel and enterprise markets.