By Jasmina Muller, Area Vice President, Channel Sales
A customer’s MPLS is on overload, so the IT provider suggests a bandwidth upgrade. While this solution may fix the problem for the short term, it’s likely only a matter of time until the network needs attention again. This is because transforming a company’s digital strategy is only effective when it explores and addresses all relevant business concerns of the organization.
To enable a path to greater business success with lasting results, we recommend a structured, holistic approach to optimizing IT strategy. This begins with a collaborative session to understand the customer’s challenges and opportunities, their ability to address them, and the business impact. The next step is digging into the details to define solutions, resources and a customized plan of action that will deliver the greatest value.
This process is known as Solution Transformation Methodology. Key benefits for partners and agents to use this approach with customers include the following:
It takes the relationship from transactional to strategic.
It’s no longer about products; it’s about the problems the customer has that you can solve. You can start a whole new conversation with customers by driving the partnership at the business level.
It builds relationships – and trust – for a long-term partnership.
Instead of going in like a used car salesman pushing one-off product sales, Solution Transformation Methodology focuses on the end-result: infrastructure that will help the organization five or 10 years down the line. It’s a business relationship for the long term.
It enables you to go deeper and wider into the account.
It doesn’t start and end in the IT department. By building relationships across departments to understand their unique needs, you can help mitigate internal conflict and provide a resolution for the entire company, not just one area. Not only will everyone work as a team toward one goal, but the relationship will extend across departments.
It provides a way for you and your customers to be a catalyst of change.
Solution Transformation Methodology enables you to transform disruption into differentiation.
Partners and agents can learn more about leveraging Solution Transformation Methodology with their customers at www.centurylink.com/solution-development-workshop. To attend a workshop or strategy session, contact Ron Kelley at Ronald.KelleyJr@CenturyLink.com.
An accomplished executive with more than 20 years of experience in the data and telecommunications industry, Jasmina Muller is currently Area Vice President – West for the CenturyLink Channel Alliance, a position she had held since 2016. Her career with CenturyLink began more than 15 years ago when the company was Qwest Communications and during her tenure there, she has been awarded Presidents’ Circle of Excellence four times (2003, 2006, 2012 and 2013), and also received a number of other accolades for excellence in sales including #1 Director for the Southwest Territory, Top 5 in the West Region and Top 20 Globally for 2015.