8 Things IT Customers Want From Their Providers

WIN: Being Discoverable

All of the IT leaders on the panel agreed that the best way a solution provider can get its sales foot in the door is to be discoverable and come recommended by trusted peers. Many sales targets don't pick up their phones or answer emails, especially form emails, from salespeople who don't come with a peer recommendation, but will listen to a pitch if recommended by someone they trust. To bridge that gap, Neil Nickolaisen, chief technology officer at O.C. Tanner Co. recommended asking current customers to either recommend new potential customers or ask them to facilitate meetings with them.