In his article "The Psychology of selling", Cole Schafer mentions:
At the most basic level, it’s important to understand that most people buy for one of two reason — they buy tomove closer to pleasureor to**move further away from pain*.*
I have previously written about the topic of sales including: "The Brass Balls of Sales", "The Silver Bullet of Sales" and "The Golden Rule of Sales". The pleasure and pain analogy makes sense, and I'm adopting it as my fourth descriptor of sales as the "Cast Iron Theorem of Sales!" In this article, we apply this to software defined wide area networking (SD-WAN). So as per the theorem we will dissect the reasons for a client to buy SD-WAN based on ether pleasure or pain.
Pain point
The big pain point for many business CIO's is the cost associated with the network especially those associated with leased lines. These are a pain especially when the CIO compares these costs against the ones he pays for his broadband connection at home! These leased lines are mostly provisioned using MPLS and configured by telnet jockeys. Because this provision is done by a high level support resource it also takes longer than broadband connections. So all round it is a pain. SD-WAN alleviates this pain as the technology is cost effective, coming in at a better price point than MPLS and is mostly an orchestrated deployment using a lower level of support.
Pleasure
The pleasure of SD-WAN is its ability to integrate into the cloud. Unlike legacy connectivity whose principles of deployment have been around since the nineties, SD-WAN is based on the cloud thinking of the last decade. In reality, it is the most truly dynamic technology to hit networking since 2007. Thus as a business has moved to adopt the cloud, the rust in legacy networking has been exposed. It is cumbersome and difficult to ensure seamless and secure connectivity to an business's cloud resources. SD-WAN changes the ball game, as it is a point and click pleasure.
The below video, was created by myself to highlight the business requirements of SD-WAN. However, each one is either a pleasure or pain.
Ronald ensures that Internet inhabiting things are connected reliably online at Fusion Broadband South Africa - the leading specialized SD-WAN provider in South Africa. Learn more about the best SD-WAN in the world: 👉 Contact Fusion
