Adam On…

So last week I commented on Alan Shimel’s post about the “security sales conundrum“. Alan responded in a comment asking me what my thoughts were on fixing this problem. I’ve been thinking about this problem. After all, what is the best way to pitch new and existing customers or at least make them aware of new products that might meet their needs?

While I’ve been thinking this over, I received an interesting sales pitch last night. I received a package at home (even though the package was addressed to my office). Inside was a t-shirt and coffee cup from Lancope. Accompanying the swag was a letter inviting me to participate in a free webinar detailing how Lancope was able to help a university gain better visibility into their network. The package also included some marketing material that was targeted at universities.

While it was odd to receive a 3 pound package I was not expecting (I kept wondering if I had made any enemies lately that might wish me harm), I am happy to see this type of marketing my Lancope. No, I’m not talking about the t-shirt and cup. I’m talking about knowing the industry in which I work. While I may not be interested in the product, I guarantee I will at least look over the material if you show me you understand the issues that I am dealing with.

A few other thoughts on sales pitches:

• Please don’t pitch me a product my organization already purchases from your company (this happens more then you would think)
• Engage me on the phone, ask about any current projects where your product might help. If there are not any, don’t keep pitching me.
• I don’t mind phone calls, but I would prefer e-mail. I don’t mind reading over sales material, but I want to do it on my time.
• Understand the limitations that I am under. Public institutions have purchasing regulations. Be aware before you contact me.
• I’ll talk to you but I’d prefer to talk to another educational institution. Personally, I’m a sucker for case studies.

That’s about it for today I think… now back to my regularly scheduled morning coffee.