Sales Trng Product Physical Security

Data Centers…Simplified

<<Physical security>><<Product Group>>

<<PM Name>>

Choice Internal Sales Training FY0809

© 2008-09 Choice Solutions2

What Exactly Are We Offering to Customers?

Define the market segmentation and the specific products suitable for the different segments E.g. commodity, fast moving, simply drop the box and walk

Define advanced offerings which require our post-sales participation

Provide length of sales cycle, revenue realization, and profit margins for the different products

Access Control and surveillance System

Access Control System Swipe Card PIN reader Bio metric

Surveillance and monitoring System. CCTV Camera Motion detectors Vibration detector


Physical Security

Fire Detection and Suppression System

Fire Detection Smoke Detectors and Fire Alarm Systems Air Sampling VESDA Early Warning System

Fire Suppression FM200 based (available upto 2010) Inergen based


Vesda


FM200


8

Harmless to the Environment

Ozone Depletion Potential (ODP) = 0

Global Warming Potential (GWP) = 0

Atmospheric Lifetime = 0 Composed entirely of

gases present in the air we breathe

9

How Does Inergen Work?

Fire is extinguished by depriving it of Oxygen.

The small amount of CO2 ensures that there is no risk to people.

21%

< .1%

15%

3%

O2 CO2


Relevance of this Offering to Customers

Define the customer pain point that this offering addresses

Translate into the product value proposition


Who is the Competition and What is Our Differentiation?


Principal Management

Negotiating competitive pricing from principals/partners

In the face of competition, how do we work with principals to get preferential treatment?

Importance of keeping principal commitments E.g. picking up order at a reasonable negative margin in order to meet principal

commitments. Usually, principals provide backend incentives for meeting commitments.

Training qualified sales people which relieves the principal of managing pre- and post-sales cycles; principals appreciate/demand self-sufficiency

Getting third-party commitments to fulfill post-sales obligations


What Sales Support Material To Expect

Customer needs analysis

White papers, data sheets, etc.

Proposals/quotations

Case studies


Choice Solutions Contact<<PM Name>><<Designation>>

<<email>>C: <<cell>>T: <<tel>>http://www.choice-solutions.com

Phone: +91 40 2354 7600

Fax: +91 40 2354 6400

Phone: + 91 124 4004733

Fax: + 91 124 4004733

Phone: + 91 80 4123 6368-72 Phone: +91 120 3205202 / +91 120 4321230-32

Hyderabad (HO) Gurgaon

Bangalore Noida

Phone: + 91 22 2518 5910-12

Fax: + 91 22 2518 5915

Phone: + 91 44 2431 3171-74

Fax: + 91 44 2420 1022

Phone: + 91 20 2567 9926-27 + 91 20 3292 1412

Fax: + 91 20 2567 9927

Phone: +91 0422 4384440

Mumbai Chennai

Pune Coimbatore

Phone: +91 33 3251 5541 +91 33 2463 6900

Kolkata

http://www.choice-solutions.com/

Sales Trng Product Physical Security

Economy & Finance