Solution providers need to revamp their sales strategies and methodologies when they sell to the new, next-generation IT department that’s changing its purchasing approach due to the advancement in technologies such as software-defined networking.
One long-time executive who may hold the key is Avi Networks’ new CEO, Amit Pandey (pictured). Pandey understands how IT departments are buying in today's market, having previously served as CEO of such hot startups as Zenprise, which was purchased by Citrix; and Terracotta, now part of Software AG, as well as a variety of executive positions during an eight-year stint at NetApp.
Pandey says CIOs and other technology leaders in corporate IT organizations are rethinking the way they approach IT solutions and purchases. Here are his five tips for channel partners in meeting the purchasing needs of the “new” IT department.