• Increase the probability of success by focusing on clear, consistent communication
• Encourage the customer to conduct surveys and workshops
• Ensure that different levels and organizations within the business get to have input
• Facilitate communication between: –The customer –Their technical consultants –All of their vendors
The entire business, from CEO to system administrator, has a stake in storage:
Vendors and integrators must be accountable at all levels.
By monitoring and facilitating the flow of information during all phases of the project, the sales consultant can solidify the customer organization’s commitment to the proposed solution.