Jola Cloud Solutions' Blog

There is little value in having great commissions paid on time if you cannot win the contract in the first place. There is also no point in partnering with a supplier for connectivity and telephony if niggles and downtime end up costing you money and jeopardising the relationship with your customer.

The main benefit to partnering with Jola is that we convert orders at a higher rate than most other suppliers. How do we achieve this?

Qualification

The biggest waste of your time is the order you don’t win. At Jola we avoid chasing shadows by focussing on prospects where we have the best chance of winning the business. We take into account:

1. The needs of the end user customer
2. The known and unknown problems that they face and the real cost of these problems to the business
3. Productivity gains from our solution, the real money benefits and the Return on Investment.
4. Need-payoff. We help them to visualise the business with the new solution installed. How does it feel? How does it help the business?
5. Current suppliers. What is the relationship like? What do they like and dislike about them? Are there softer issues we need to consider?
6. Current contracts. When do contracts expire? What is the cost of early termination?
7. Transition. How much disruption is involved in switching? How can we mitigate this? (e.g. parallel running).     

1. We have an in-depth understanding of all the relevant technologies, past, present and future.
2. We know which technologies are most appropriate in each situation.
3.  We know where new products are available so we can target prospects with access to them.
4. We understand the limitations, in terms of cost and performance, of the products the prospect already has.

1. Our style is to help the prospect make the correct decision rather than just push them towards a solution. Selling a company the wrong product wastes time, loses money and in the long run damages trust.
2. We all have experience of running companies at different stages of growth and we can empathise with the principles of the business.
3. Jola people have been working with SMEs and the channel for more than 30 years. Our reputation, track record and references give prospects confidence in dealing with us.

1. We supply reliable solutions with components selected from best-in-class vendors.
2. We employ some of the best technical brains in the industry and we are able to tailor standard products to fit the needs of our target customers.
3. We know the industry well and we are able to negotiate great prices for our customers and ourselves.