Engage High and Early

Business Policy Drives Repeatable Solutions

Business policy is usually a common factor amongst similar companies within a markets sector; for example, omnichannel policy is common amongst retailers and regulatory compliance is fundamental in financial services. Therefore, engaging business policy high in the organisation and early in the decision-making process at target accounts opens the Repeatable Solution Sales opportunity.

Repeatable Solution Strategy Defined

At IDL, Repeatable Solution Sales behaviour is described as the IT vendor understanding and engaging business policy owners with a formalised proposition that demonstrates awareness of the business policy risk and cost challenges, a business case for solution investment with KPIs, a case study [if available], and IT solution set with initial engagement services for a consultative sale.

IDL delivers this Repeatable Solution Sales insight and understanding to IT vendors, and their alliance partners, through Sales Training, Sales Planning workshops, Sales Collateral and Sales Profiling of those target accounts "on the policy journey". This approach is highly attractive in reducing IT marketing risk and improving IT sales confidence in engaging business policy owners with real value, yet not expect IT sales to become business consultants.