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With the advance of technology in the new year, buyers expect sellers to demonstrate full capabilities
January
2, 2019
4 minutes of reading
Opinions expressed by Business owner the contributors are theirs
The year 2018 was a milestone, with the blockchain technology that emerged from the shadows of cryptocurrencies. The new year promises a lot of positive momentum, with the companies that adopt the blockchain. As the juggernaut blockchain advances, buyers expect sellers to demonstrate full capabilities. The new year will be decisive, both for buyers and sellers, in establishing their blockchain story.
In the race to the finish line, sellers must have first-class blockchain skills. To prepare for the future, suppliers must develop all-around blockchain skills within the organization, starting with the five critical areas.
Executive Leadership
Supported by the strong focus on building the relationship, the expectations of executive management teams are constantly increasing. Buyers are critically evaluating the strength of the relationship based on clarity of vision, strategic perspectives and preparation of executive teams to guide the ship in an unexplored territory. "We are evaluating the blockchain technology" is no longer a sufficient and satisfactory answer, when buyers are looking for strong partners.
To keep up with the competition and keep the advantage with the customers, the training programs of the sales organizations should inform their executive managers with the know-how of the blockchain technology.
Marketing and sales
Marketing, the vital messenger of an organization's message, would benefit immensely from a greater understanding of blockchain technology. Taking care of marketing content and blockchain materials is easier said than done. Marketing does not end with the inclusion of blockchain in content and peppering with high-sounding keywords. A marketing team with in-depth knowledge of the blockchain technology will evoke the main purpose and benefits of the solution. This would help the organization of distributors to differentiate themselves in an increasingly crowded market.
Sales, the most loved and hated function of an organization, represent a critical point for the positioning of blockchain solutions with the buyer. Given the birth, sellers have additional opportunities to co-create solutions with buyers. A competent sales team, helped by the strong background of blockchain technology, its application and its benefits, will have the freedom to explore new areas with buyers.
Advice
Consulting is a great entry-level strategy for sellers in the blockchain initiatives of the buyer. From management to technology consulting, to the maturity of the organization to the development of the roadmap and to the piloting of the product – blockchain advice can take many avatars. Being the first point of contact for execution, a solid consultation can potentially open the door to more opportunities, as well as positioning the blockchain solutions of the supplier.
It is therefore an imperative for sellers, who aspire to enter the blockchain space, to allow their team of consultants with blockchain skills.
Pilot and delivery
Establishing strong credentials through initial contact points such as sales and consultancy will enable salespeople organizations to quickly turn the opportunity into a full and pilot delivery. Given the high level of interest in the blockchain, the rapid transition into a pilot / delivery project tends to surprise unprepared sellers. At a minimum, it would help sellers to have a key team – including product management, engineering, and professional service skills – to be trained and ready for blockchain initiatives.
Services and support
While post-delivery support and services may not be in the immediate agenda, it would help the supplier's arsenal to have qualified personnel ready to take over at the end of the implementation phase. In addition to serving as an additional revenue-generating stream, ready-made blockchain services and support teams will help complete the entire life cycle image of the buyer project.
The race for the acquisition of blockchain talent within organizations is warming up. Being an emerging technology, there is not enough offer of blockchain skills in the market, to meet the growing demand. This should not deter organizations from venturing into space. A well-planned skill development program should help bring the crisis of incumbent skills to the surface. It's time to execute.
