Selling technology, especially newer technology such as service-oriented architecture, is hard work for solution providers.Selling technology and related services is hard work. Just ask any solution provider. And if you’re not convinced, read this month’s eWeek Strategic Partner cover story, “ROI for real,” and our feature, “The SOA challenge.” Both stories point to difficulties solution providers face in making a case to customers when selling technology and services. The return-on-investment story details how channel companies can, or should, demonstrate value to customers and calculate how long it will take customers to recover their investments in any combination of software, equipment and services.
Calculations go only so far for the most part, especially when services are involved, but providers usually can make a compelling case for the increased productivity and the potential for keeping staff costs down. Some providers have come up with formulas, while others take advantage of tools from distributors and vendors that help them calculate ROI.
When it comes to SOA (service-oriented architecture), potential savings is a major selling point. The problem is that because SOA entails a horizontal approach to improving business processes rather than focusing on a specific area of a customer’s IT environment, explaining the benefits to prospective customers is a real challenge. But SOA’s appeal increases when customers understand an implementation’s potential to add flexibility and agility to their businesses.
Customers also like that rather than rip out and replace existing technology, an SOA implementation can make use of much of the equipment and software already present in their IT environments.
Pedro Pereira is editor of eWeek Strategic Partner and a contributing editor for The Channel Insider. He is at pedro.pereira@ziffdavisenterprise.com.
