Expert in Your Customers' Operations

"We start as an idea with a customer and then we develop the relationship to a partnership." said Todd Bruni, Healthcare Practice Expert, Regional Director, Cisco. 

As Todd speaks, his confidence in what he is relaying to the executives in the WebEx rings true. He is responding in the moment with clarity. It lets the executives know, he is ready and able to be available for them. 

When you ask questions of executive customers and they respond, be ready to answer their questions. It is okay to say, "Let me find out and respond to you by Friday." It is so much better if you have someone like Todd Bruni with you who can respond in the moment. If you are not an expert in your customers' operations, who can you invite to be your backup? It is good to have as powerful wingman like Todd to fly with you. 

What do you do to become an expert in your Customers' Operations?

What Secrets do Case Studies reveal?

"The Global Sales Meeting is recognizing our work with Temenos and Pastor Rudy." said Susie Hughes, Cisco Enterprise Account Manager for Houston Methodist. She was beaming and I am so happy the case study we wrote with Susie helps her team. It is a fascinating glimpse into why those stories we call case studies open our minds and hearts. So in her story, 600 people living outside connect with 30 techies around sports and bar-be-que for one afternoon with the trust and love of Temenos.

Pastor Rudy Rasmus and Brian Hall of Shell and Friday Harbour are at Throughgood Coffee and we talk about the future not the past. Yet, it seems when we are working with clients, it is those case studies, stories of the past that seem to spark interest.

What grabs your heart when you hear about a case studies? Here are a few