by Ermine Amies, Managing Director
IT specialist, Perspicuity was facing a step change in its corporate culture when Managing Director, Ben Gower called in Sandler Training to help support and implement his company’s ambitious new business model.
With a switch in focus to the sale of a new product – Microsoft’s cloud-based service Office 365 – Ben’s team needed to build a different value proposition for a new profile of customer. “Sandler were amazing at helping us with that,” he comments. “Our goal was to become the UK’s leading reseller of Office 365.”
“When Sandler initially came to see us, they focused on our ‘pain points’ and I explained that we could see lots of opportunities but were struggling to close deals. They showed us that Sandler could help provide a solution to galvanize our new volume-driven business.”
“Traditionally we have been accustomed to selling high ticket Microsoft Sharepoint which demands a long and involved sales cycle requiring a very personal, conversational approach,” he says. This model embraces a relatively small customer base and delivers irregular chunks of income.
“Selling Office 365 called for a totally different strategy where we needed to change how and what we sold and who did the selling,” Ben comments. “The sales effort had to be redirected onto a higher volume, lower margin product which addresses a larger market and generates regular income.”
"We were taught how to use a consistent set of tools and methods. We now all speak the same language. Sandler’s tools and techniques are really superb and fundamental to how we operate.”
The 22 employees at Cloud Vision have all had contact at some point with Sandler Training and the sales team attend the President’s Club. Cloud Vision is currently the UK's market leading reseller for Microsoft's Office 365 software to small and medium-size businesses and not-for-profit organisations.
Ben Gowershared his knowledge last year, travelling more than a staggering half million miles as part of the IngramMicro Cloud Bootcamp Tour hosting Partner events in the UK, Europe, USA, Australia and Asia.