sales trng product physical security
TRANSCRIPT
Data Centers…Simplified
<<Physical security>><<Product Group>>
<<PM Name>>
Choice Internal Sales Training FY0809
© 2008-09 Choice Solutions2
What Exactly Are We Offering to Customers?
Define the market segmentation and the specific products suitable for the different segments E.g. commodity, fast moving, simply drop the box and walk
Define advanced offerings which require our post-sales participation
Provide length of sales cycle, revenue realization, and profit margins for the different products
Access Control and surveillance System
Access Control System Swipe Card PIN reader Bio metric
Surveillance and monitoring System. CCTV Camera Motion detectors Vibration detector
© 2008-09 Choice Solutions3
Physical Security
Fire Detection and Suppression System
Fire Detection Smoke Detectors and Fire Alarm Systems Air Sampling VESDA Early Warning System
Fire Suppression FM200 based (available upto 2010) Inergen based
© 2008-09 Choice Solutions5
Vesda
© 2008-09 Choice Solutions6
FM200
© 2008-09 Choice Solutions7
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Harmless to the Environment
Ozone Depletion Potential (ODP) = 0
Global Warming Potential (GWP) = 0
Atmospheric Lifetime = 0 Composed entirely of
gases present in the air we breathe
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How Does Inergen Work?
Fire is extinguished by depriving it of Oxygen.
The small amount of CO2 ensures that there is no risk to people.
21%
< .1%
15%
3%
O2 CO2
© 2008-09 Choice Solutions10
Relevance of this Offering to Customers
Define the customer pain point that this offering addresses
Translate into the product value proposition
© 2008-09 Choice Solutions11
Who is the Competition and What is Our Differentiation?
© 2008-09 Choice Solutions12
Principal Management
Negotiating competitive pricing from principals/partners
In the face of competition, how do we work with principals to get preferential treatment?
Importance of keeping principal commitments E.g. picking up order at a reasonable negative margin in order to meet principal
commitments. Usually, principals provide backend incentives for meeting commitments.
Training qualified sales people which relieves the principal of managing pre- and post-sales cycles; principals appreciate/demand self-sufficiency
Getting third-party commitments to fulfill post-sales obligations
© 2008-09 Choice Solutions13
What Sales Support Material To Expect
Customer needs analysis
White papers, data sheets, etc.
Proposals/quotations
Case studies
© 2008-09 Choice Solutions14
Choice Solutions Contact<<PM Name>><<Designation>>
<<email>>C: <<cell>>T: <<tel>>http://www.choice-solutions.com
Phone: +91 40 2354 7600
Fax: +91 40 2354 6400
Phone: + 91 124 4004733
Fax: + 91 124 4004733
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