REACT Technologies

The Wireless Mobility & Business Continuity Experts

Jess Thompson-Hughes – MD, Founder & All round good egg

At a Glance

• IT Solutions Provider

• Formed March 2003

• 20 Staff

• Specialists in Business Grade Wireless (Wi-Fi)

• AND Business Continuity Solutions

• Have sold over 20,000 Access Points (to mostly happy customers)

• Wi-Fi Vendors - Been there, seen it, done it…

• Aruba, BelAir, Cisco, D-Link, Extricom, Meru, Motorola, Ruckus, Strix (and we know Xirrus well too)

All Technology is NOT created equal

• Hundreds of years of combined IT knowledge and experience

• Vendor agnostic advice to match the correct technology to our clients needs

• Full Professional Services portfolio: - from inception, through deployment and subsequent support

Why…REACT Technologies

REACT’s - TOP TIPs

Top 5 tricks IT Managers need to know when dealing with Vendors

REACT Technologies…

Top 5 mistakes IT Managers make when dealing with the Channel

Top TIPs of getting more for less from your IT Suppliers (and still remaining friends)

Sales Magic Circle Exploded – “Killer Sales Questions” you won’t know you’ve been asked (but you’ll fall for every time)

Top 5 Tricks IT managers need to know when purchasing a WLAN

What’s the most important thing you need when you go fishing?

Fun Sales Question

Ans – FISH!

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Perceived Value

If I was charging you £1000.00 an hour formy knowledge, you’d be paying attention

right?

Well… just pretend I am, because this willsave you a fortune

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• Peter Thompson’s TEA Tray

Perceived Value

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REAL Value

Tick, Tick, Tick, Tick, Tick, Tick, Tick, Tick, Tick, Tick, Tick, TOCK

Top 5 Tips for dealing with Manufacturers

• Manufacturers are rarely agnostic

• Salesmen come and go.. How long has yours been around?

• Beware the Guinea Pig

• Pay on Results

• Scope of work / Requirements Specification

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Top 5 Tips for dealing with the Channel

• But…You can’t get great support from a company if it’s a one sided relationship

• Understand THEIR business model

• The lowest price is NOT the same as the lowest cost

• There can only ever be one “lowest cost supplier”

• However…You can get something for nothing

Get more for less from your IT Supplier

…and remain friends

• Ask to do it again

• Respect their need to remain in business and write profitable deals

• Make a commitment to their long term success

• Treat your key suppliers like your best friend

• Deal with someone who can make decisions

Top Sales Tricks

…which you’ll fall for every time

But most importantly…

• Turn Objections into Objectives

• Q1 - “Monday at 10:00 or Thursday at 14:00?”

• Q2 - “Will you decide for yourself?”

• Q3 - “Why don’t you give it a try?”

• Q4 - “Is there anything else preventing you from going ahead?’

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AND Finally

Almost There…

Avoid These… And Wi-Fi works!

…Well mostly

• Client Laptop PerformanceFor example with 802.11n - If not running Windows XP Service Pack 3 or above, then

only54Mbps maximum association is achievable

…well, come and see us at stand 354!

• Client Laptop Connectivity • Network Ethernet Switches• Windows Server integration• Guest Internet WLAN access

For more info…come and see us at stand 354

Thank You