Tap into the ‘Force’ to Drive Your Success in 2012

January 27, 2012 - 0 Comments

Have you heard the news? 3D versions of the Star Wars movies will begin rolling out in 2012. I know some sci-fi geeks…ah, friends…who can hardly wait.

Me, I prefer Force 3. I like to think of them as the living, breathing version of Star Wars. No Darth Vaders, no jittery C-3POs, but plenty of Luke Skywalkers—regular “heroes” intent on designing technology solutions with a relentless focus on meeting their customers’ business needs.

But what really grabs my attention in their video below is that Force 3 gets it, they truly do. As a thriving Cisco Master Partner, pushing products isn’t on their intergalactic radar— it’s not even within low-earth orbit.

So if it’s not selling gear, what’s Force 3’s strategy for success?

Force 3’s strategy for success isn’t telling everyone who’ll listen, “May the Force be with you.” It’s hard work, dedication, and, most important, listening to their customers.

“Our methodology is not to go in to sell to a customer. It’s to understand a business issue and problems that they’re experiencing,” explains Mike Greaney, VP of Sales. Once Force 3 understands its customer needs and pain points, their team of experts are then equipped to develop and deliver the right solutions to resolve their critical business concerns.

“At that point, we can sell everything from hardware to professional services to managed services,” says Greaney. And they do just that, specializing in networking, wireless, security, data center, and unified communications and collaboration.

And one more point. Because the Cisco foundation, especially in the area of security, follows industry best practices, it’s easy for their customers to adapt to new security requirements. And this is a critical issue as Force 3 delivers solutions to the federal marketplace and the enterprise healthcare market, where security “rules.”

So step aside Darth Vader. Being a partner isn’t about wielding a lightsaber; it’s about listening. And Force 3 is proud to share that because of this approach they’ve become a trusted business advisor to their customers.

Are you your customers’ trusted business advisor? Share your comments and/or experience below.

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