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  1. Consiglio ad aziende e utenti, forse più alle prime, la lettura di questo ottimo articolo pubblicato su DK da James MacDougall, è in inglese non dovrebbe essere un problema, se c'è interesse si può tradurre: Selling Hosting in a Sophisticated Market « Data Center Knowledge Mi soffermerei su un punto: lui sostiene che i clienti di oggi sono molto più "svegli" e più inclini a chiedere di una volta, hanno maggiori disponibilità come scelta e soprattutto spesso sanno chiaramente come valutare un hosting provider. Penso sia un punto importante da cui partire per capire come trattare questo settore e come approcciare i clienti. Molto utile anche il paragrafo sull'uptime del 100%: "Here’s an axiom that is no surprise: Technology will break and humans will fail. These are 100% guaranteed and unfortunately, they are also the two pillars on which data centers stand. The hosting organization that remains tall when these pillars sway are the ones who respond swiftly and correctly. Get it fixed, minimize damage, mitigate recurrence, and make it right. It’s this last part – making it right – where Sales performs. The sales team who embraces Lifestyle Selling has prepared for the axiom’s reality because the sale has never ended. Hard times experienced by outages or billing issues are softened by the pre-existing and ongoing relationship germinated and cultivated by Sales. And the recurring revenue is protected since the lifestyle seller is deeper into the customer beyond the one or two contacts who inevitably leave their organization. Never mind that the contract term will eventually end and a renewal will become necessary. The Lifestyle Selling sales team is ahead of the paperwork and has never ceased mutually collaborating with the customer at multiple levels. Never. For Lifestyle Selling teams, problem solving is far less painful and contract renewals are usually no-brainers. The Lifestyle Selling team not only generates revenue, but they protect it, as well." Buona lettura! :)
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