Being successful in IT Infrastructure Sales is tough. It helps to have a few simple rules to follow to make sure to keep your manufacturers happy and sales flowing.
#1: The right solution is always the latest and greatest one
Don’t be tempted by the ‘stability’ and ‘maturity’ of those antiquated products and solutions. Nobody wants last year’s tech. If the SKU is available, sell it!
#2: Solutions built around road-mapped (but non-existent) features are perfectly fine
The manufacturer promised the release of that solution-critical feature by Q3 and the project will need to be done by Q3? Perfect timing! We will be the first ones privileged to implement the new and awesome bug-free feature!
#3: Include more firewalls
Security is important.
#4: Always size the solution to leave 95% of capacity available for growth
You never know.
#5: CAT5 cables grow on trees. They are negligible. Don’t order them
Nobody uses those things anyways. 1Gb Ethernet is so 2005.
#6: Power cables are universal. No need to check connector type.
That new box comes with a power cable and I’m sure the manufacturer knows to include the correct one. Besides, even if it is wrong, I’m sure the customer has like 100 of them sitting in a drawer somewhere.
Have an idea for another Rule of Acquisition? Post it in the comments!