When it comes to communicating with co-workers, clients, vendors and that’s right even family a good solution can make all the difference. Driving the solution is the design and unfortunately today’s technology experts are better at driving “Their bottom line” and not “Your bottom line.” This is not simply a knock at the solution providers this is a flat out accusation. The fact of the matter is I have been hired by some of them (thank God my non-compete is over), and they clearly are under pressure to make the bottom line improve over the client experience. This is not to say all re-sellers do this… this is to say many of them are guilty as sin!
I was at a client site the other day and the “Design Engineer” from their solution provider had so over specified the technology that it was embarrassing. Embarrassing to the client and embarrassing to me as I had to tell the client gently. Now this could have been due to a lack of listening or this could even have been a desire (by the solution provider), to reach a quarterly sales goal. None of that matters to my client because they were looking for a solution to drive business that ended up costing them more money than it was worth. They actually had to hire two employees (and now a technology consultant), to baby sit the system because it was so complex. An Unintended consequence that cost more than anyone had anticipated. Almost like a government program…
You should know by now that your industry is just like most others when it comes to today’s competitive environment. When it comes to technology every manufacturer is trying to “leap-frog” the other with incremental feature upgrades to seemingly bleed you dry of funds. And many of the VARs out there are all the more willing to help themselves to your life’s blood. Rarely do these guys step back and ask what the user’s ultimate goal is or even what the actual problem they are trying to solve is… Rarely do they think about how this solution can make the user feel empowered. (Often times these guys are aware of this little game and ask the questions without even caring about the true answer).
My question to the client was simple… What if we could change that? What if a combination of manufactures was the solution and not a one stop shop? What about not getting the wool pulled over your eyes by the slick salesman and their in-house “Design Engineer” that promises a free design if you buy the installation from them. What if you knew about the manufacturer’s product without needing an engineering degree, or new about their OEM products? Well?? Are you still a number drive person or are you a solution driven person? Chances are you are a little of both, so let me share what we can do for you.
At Thomas Murphy & Associates we have the right people who have experience of shaping products and services to meet our customer’ needs. It comes with the simple realization that adding more features will not make a product or service sell better. It is about making it the solution function better and providing a better “Experience.” Too often many solution providers approach clients with the attitude of how they can persuade users to use “What they have to sell” as opposed to being more user centric and thinking in terms of functionality and “The users specific wants. “ This does not change in tough economic times. Price driven solutions are a leading market driver right now and that does not always mean the best solution. Fact of the matter is I have been asked this question a lot of time and the answer is always the same.
Question : Why do people buy this type technology?
Answer : Organizations buy this type of technology to make money with it or to save money with it…
We at Thomas Murphy & associates will help you do both. That’s right save money on one end and make money on the other. This may seem impossible to some however to the experts at Thomas Murphy & Associates can fashion a solution that no one single manufacturer (or their designated re-seller) can accomplish.
Call us today to learn more !