Flowmon update 2018 dec
Verticals, market
ISPs
NAtional ISP, Nisz
Very, very long sales cycle
PR Telecom
United Telecom
Tarr
Private sector
ANDA
PoC completed
Industry
IBIDEN
PoC needed saving
SIEMENS
PoC complete
purchase in 2019
Finance
EOS
TAKINFO
Raiffeisen
T-SYS
Healthcare
Will need to find ways to get the budgets for very present needs
HIS
RIS/PACS
Transaction counts of international airports, IT budgets of elementary schools
T-Sys
Will need to talk to
Asseco
HIS provider for cca 100 hospitals
Onkologia
Budapest hospital
Utilities
FOTAV - Heating
NKM Gas
Ordered support an an addictional probe
Saved
Partner landscape
ALEF
Will settle
Actually help with early placement
Efforts questionable, sporadic
Panor - starting with a PoC
TR Consult
Will need a lead to start
security and IBM/Checkpoint focused
interested partner, will need more work, possibly a lead to start with
Dimension Data
Needs education, senior engineers occupied
Has about 100 prospects
Good with ISP business
IMG Solutions
brought and will bring leads
new partner, no engineering capabilities
Spacenet
well connected, everyone is onboard, high expectations
new partner, very flexible and keen to learn
T-Systems
can not urge, to powerful to bypass
business starts now, brought leads
new people for Flowmon
reorganized itself
99999
we are accepted, engineering is onboard now with business development
very welcome - we help with customer interaction
great engineering people, 4 CCIE's
actually learning how we present
early clash on lack of efforts
actually understood
Delta
junior engineers for Flowmon - now acting as lead architect
sales need coaching
WORK AHEAD
not talking to the customer enough
competition, alternatives
budgets
hopes, wishes, desires, problems
value perception
not talking values
untuned PoCs
lost one, save the rest
bad presentation habits
Colleagues
Colleagues at partners: self-sufficiency is yet ahead for them
Little interaction with others
Very good, on-the-point help from HQ presales; rarely needed
Very good relations with Laszlo, is a pro
Work
Very connected with customers
However, partners will need to be taught how to fish, not just given fish
Direct touch is good
Administration overhead tolerable
Really enjoy what we are doing
Home office turned out to be really good
Overview
December
revenue hunt
November
try to steer closable deals to POs
Save existing PoCs
Close new PoCs
October: own PoCs, partner education
Sept: partners, customers
Aug: onboarding, tech training
