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Partner Alert: Customers Put Relationships First

March 9, 2012 - 1 Comment

When it came time to build a 370,000-square-foot, 72-bed healthcare facility featuring state-of-the-art services, the Chickasaw Nation had a number of important decisions to make. Among those were how to deliver excellence in medicine, tranquility, and healing to Chickasaws and other Native Americans.

Also important, according to Chuck Dougherty, CIO for the Chickasaw Nation, was providing reliable, seamless, and secure communications across its healthcare community. But technology wasn’t at the center of his decision.

In the video below, Dougherty explains how selecting to work with Presidio—a Cisco Master Security and UC Specialized Partner based in Greenbelt, Maryland—was less about technology and more about relationship building.

So what can you learn from Presidio about its commitment to customers?

“There are a lot of vendors out there who can provide the products at a certain price point,” explained Dougherty. “The value adds to me are the professional services they bring to the table and the personal relationship that they build with us to ensure that our needs, in fact, are being met.”

The Chickasaw Nation is among the five original civilized tribes. Today, its 50,000 members take great pride in their newly built Chickasaw Nation Medical Center in Ada, Oklahoma.

Presidio helped the Chickasaw Nation plan its facility for the future—including the physical network and wireless technologies. The medical center is equipped with a set of Cisco Catalyst 6513 Switches, Cisco Lightweight Controllers, Cisco VoIP, and up to 80 access points throughout the facility.

Presidio believes that in today’s world of information technology, most providers are known for one of two things: Thinking or Doing. Those most successful, however, are pros at both. Presidio is one of those partners. Just ask Dougherty.

He likes working with partners that offer a balanced approach—teaching and doing. “That makes me more self sufficient as a team,” he said. “At the same time, that gives me the confidence in a vendor that they’re here actually to help us, not just make money.”

It’s this type of trust that garners partners the loyalty and repeat business they desire. It’s also what earns partners the most referrals, boosts their reputations, and expands their wallet share.

Do you have a plan to engage your customers for the long term? If not, don’t keep them waiting—they’re counting on you.

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  1. The fastest way to succeed is always to look as though you’re playing by somebody else’s rules, while quietly playing from your own.
    The customer isn’t a moron; she’s your sweetheart.