Question for anyone in wireless company

[mkabrisky]

How many of you work for a wireless network integrator firm? How do you market or pursue other companies into signing up with your firm to have a wireless network/Internet installed. Just curious on how you approach prospective customers. Thanks

Mike

[lwheeler]

I do. By previous projects, reputation and industry certified engineers.
Larry

[BER_vs_SNR]

I agree.

I would just like to emphasize the "reputation" dimension in the sense that that if you have good relations with senior managers from target companies (or can network to be effectively introduced to them) you can always pitch the technology approach you favor as a solution to a problem they are faced with and consequently position your value-proposal and suitability for top-down implementation. Then it is much easier to go in with a top sponsor, than working your way bottom-up in the organization starting painstakingly from IT as "just another vendor", once you earn their attention then having to get screened by purchasing for "supplier profile conformity" etc. etc. until you find decision makers with authority, budget, and interest who can make a favorable decision.

[HITMONEY]

Originally posted by mkabrisky
How many of you work for a wireless network integrator firm? How do you market or pursue other companies into signing up with your firm to have a wireless network/Internet installed. Just curious on how you approach prospective customers. Thanks

Mike

I could tell you, but then I would have to kill you. :D


Seriously, combination of refferals, direct marketing, and good ole boy network. I also will offer say a whole business park a quick risk assesment for WLAN security which tells me who has WLANS who doesn't and who has left the barn door open.