Compaq Services: Using the Power of Value Quantification to Sell Solutions

Buy now

Compaq Services: Using the Power of Value Quantification to Sell Solutions

$795.00

Research Abstract

Compaq Services, the customer service division of Compaq Computer Corporation, has developed an innovative services and solutions selling methodology that addresses these sales challenges. The selling methodology focuses on a customer’s total cost of ownership (TCO) for IT. It begins with an executive seminar, at which prospects learn about TCO for IT and the value of implementing best practices. The call to action is a customer-completed survey. The survey information is entered into a modeling tool that enables sales representatives to identify their customers’ IT costs, compare them to industry IT cost averages, and identify the benefits realized by implementing a Compaq solution (both services and products). The initiative, based on the TCO model developed by GartnerGroup, also capitalizes on a partnership with Microsoft.
Compaq has recently finished its second wave of a successful national series of breakfast seminars aimed at both educating senior IT decision makers about the importance of TCO and building awareness of Compaq solutions. The Compaq sales force continues to be enthusiastic about the program. The sales methodology, with its consultative approach, is a natural lead-in to a high-level, comprehensive enterprise solution sell. The initiative has established Compaq as a knowledge leader in TCO management and has the potential to transform the way Compaq and its business partners interact with customers.