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Case study: Patience is a virtue

Case study: Patience is a virtue

The saying goes that patience is a virtue, and as MATTHEW SAINSBURY found out, this way of thinking fits solution selling like a glove - when a customer is being asked to adopt a new vendor as part of a solution, it takes a great deal of perseverance to convince them that it is the right one.

In the current economic climate, selling a solution is neither a quick process, nor is it particularly easy; however, perseverance and backing up with demonstrable ROI savings are still proven sales techniques.

The problem for sales teams is further compounded when the customer has little or no experience with a vendor recommended within the solution, even when that vendor is the optimal solution.

Through a cold calling process, local integrator, Ice Systems, discovered an organisation with a heavy Web presence and a series of pain points around load balancing and single point of failure within its networks, as well as redundancy issues.

One of the largest online retailers in Australia, and with a great deal of its overall revenue being driven through these websites, the client had a lot to lose.

“Ice Systems is vendor neutral, which gives us the ability to really try and understand the business of the client, its requirements and IT strategy,” Ice Systems solutions specialist, Nadine Woodhead, said. “We always try and understand what a client is trying to achieve both now and in the following 18 months to three years when designing a solution.”

The client’s websites were directly linked to the points of failure, so Ice Systems decided that a load balancing Citrix solution, making use of the vendor’s NetScaler product, would solve those paint points, while also offering additional value to the overall business.

“NetScaler is more than just a load balancer – it also offers Web application acceleration, caching, secure access and PCI compliance – the latter was another one of their big issues,” Woodhead said.

“I was mapping out what the customer’s requirements to each of the technologies and building value to each of the technologies. The application firewall that comes with NetScaler can help a customer be PCI compliant which was important because a high percentage of their revenue comes through the websites.”


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