The G3 Value Commitment
March 27, 2008
I was on a sales call the other day and the customer asked me a poignant question: “What makes you different from all of the other tech vendors that call on me.”
I’m not sure I answered it to his satisfaction, but I came back to the office and jotted down what my belief is about the value we bring customers.
I like to divide our value into three areas: Productivity, Cost Reduction, and Market Advantage.
Now, these three things can take on many looks but I don’t think selling technology should be about the technology. It should be about WHAT THE TECHNOLOGY CAN DO for your business.
That’s it.
Anyone who calls on you — and all they can talk about is the coolness of the latest technology is doing you no service at all.
That said, we’ve learned a lot in 37 years in business serving over 2500 customers–and here are some of our beliefs:
- We believe —that every technology solution MUST address core business issues. In fact, we won’t even make a recommendation unless it improves your business—financially or otherwise. (These improvement might come through things like better customer retention, better customer satisfaction, better customer service, or increasing revenue/decreasing costs.)
- Our second belief is that … success is about process. We have built a Proven Process that helps you and us determine exactly what those core business issues are—and whether there are technology solutions for those issues. We find that over 80% of the solutions we implement come from problems the client didn’t know they had—or didn’t know there were solutions for. I will share more about that process in later posts.
- Thirdly, the partner you choose must be have a WORLD VIEW that has at it’s core —helping you solve problems. We find most companies have as their CORE INTENT to sell products and platforms. And while that’s OK, it doesn’t always speak to your business issues—and G3 takes a very different view—-our intent is to solve problems given your business landscape— and given our knowledge of the solutions. An often overlooked portion of this is implementation, programming and support. Things WILL change in the future — you want to make sure you have a support system that can change with you.
I hope this helps you understand the commitment and belief we have in this world of technology. We take our process seriously–mainly because we want you to be amazed at the power technology has in helping you grow your business.
In a related post, Darren Marie does a brief audio interview about how to get ready for technology.