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How can vendors gain credibility with their prospects and enhance the sales relationship?
Vendors need to demonstrate strategic solutions for lowering their prospects' total cost of ownership (TCO).
What is TCO Analyst?
TCO Analyst for Distributed Computing is a modeling tool that embodies the latest in GartnerGroup research to provide strategic support for vendors offering products and services that affect the total cost of ownership of distributed computing environments.
What Will TCO Analyst Do for Me?
TCO Analyst helps vendors demonstrate how their products and services will affect a prospective client's TCO. Using a sophisticated model, vendors can quickly create a TCO profile for their prospects based on an industry-standard model from GartnerGroup. Using this profile, vendors can provide high-level strategic advice on how prospects can improve the cost structure of their distributed competing environment, including the addition of the products offered by the vendor's sales representative.
TCO Analyst Benefits
- Gain immediate credibility with prospects. Conclusions have credibility because
- The prospect's own company is profiled,
- The conclusion reflects GartnerGroup's research, and
- The scenarios typically reflect multiple iterations mutually agreed to by the prospect.
- Provide a quick way to quantify a wide range of distributed computing alternatives.
- Achieve a credible way to set priorities based on the simulation of any number of proposed IT infrastructure changes.
- Shift the sales discussion from a tactical level ("buy my service") to a higher-level consultative sale ("my server is an element of a documented strategy to reduce costs").
TCO Analyst Features
Allows the vendor to build a typical TCO profile as defined by GartnerGroup research. The typical TCO profile reflects a prospective client's unique company type, size, worldwide location, assets, technology and complexity
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