Interneer 1st Annual Partner Conference: Alligār Presentation
Blog: Interneer blog
Positioning to Sell Intellect in Small and Medium-size Businesses (SMB) and Mid-market companies Presentation
Gary Spaid, Chairman of the Board, CEO and President of Alligār shared Alligār’s strategy for how to “sell” the Intellect platform to Mid-market and SMB companies and demonstrate the need for BPM.
Spaid compared how IT manages each problem they are presented with at any moment to the game of Tetris: They have to learn how to manage any type of issue that comes their way in a very limited amount of time, but a good strategy is the first step to a successful outcome. In this game, one randomly selected block after another falls down the screen and you must arrange these blocks to prevent them from stacking up to the top of the play field. Each block is followed by another, not leaving enough time to implement the best solution and leaving gaps that after a short time pile up and kill the player.
Spaid expands his comparison by asking: What if you could influence which blocks are selected? What if you could empower the requestor to build custom-configured blocks? For Spaid this is the strategy for selling Intellect. He presents Interneer Intellect for its value as a BPM platform with a goal of not to sell but to be asked to deliver.
Lastly, he shares the steps he takes for a successful sale: earning a customer’s trust, understanding the entire business, building an enterprise model of the “As-Is”, determining areas of opportunity, and to always do the right thing for the customer.