White Paper

The Data Center and Cloud Infrastructure Boom: Is Your Sales/Engineering Team Equipped to Win its Share of the Business?

The Power of a Collaborative Solution Design Platform in Winning More Business, Boosting Sales/Engineering Productivity, and Delivering More Effective and Profitable Enterprise Cloud and Data Center Solutions


Prepared by
Dan Baker
Technology Research Institute
July 2013

The rush to build enterprise clouds and data centers is an explosive megatrend.  It’s also an extraordinary opportunity for telecoms and systems integrators to take the lead and capture new business as the enterprise IT transforms to this powerful new paradigm.

But the richest prizes go only to sales/engineering teams who can drive an effective and streamlined sales-to-design-to-order process.  For many organizations, the hill is a steep climb indeed: 1) sales lacks access to the design knowledge needed to fully qualify prospects; 2) engineers are slowed by out-of-date product catalogs and design requirements scattered across many spreadsheets; and 3) senior design experts are overloaded and lack a mechanism to delegate tasks and guide the work of less-qualified engineers.   The result is that sales proposals and quotations take far too much time to produce, lack accuracy, and cannot be delivered in sufficient visual and component detail to win the business.

Happily there is a path forward.  This paper shows how a centrally managed and collaborative design methodology can synchronize the work of salespeople, sales engineers, and senior design experts.  The design methodology can not only raise the sales process to new levels with pre-sales qualification, automated sales quotes, fully illustrative proposals, and complete bill of materials, but the entire design process is enhanced as well through optimized component selection, real-time design validation and advisory tips, automated customer asset discovery, and top down application design.