Moneyball and WLAN

If you’ve seen the movie or read the book, you know that Oakland’s GM Billy Beane changed the game of baseball by recruiting players based on a different set of metrics than the good ol’ boys club had done for decades.  By putting laser focus on the on-base percentage and slugging percentage (total bases divided by at bats), the 2002 Oakland Athletics were able to field a team that finished first in the American League West despite having only 41M in their strapped budget. They did this by finding “value” players that were often overlooked by the bigger teams because they didn’t fit the traditional profile of a good player.

If you are a VAR and liken your business to a baseball team, you have a lot of marquis players on your roster. Many VAR’s like to focus on the home run specializations: WAN, LAN, Data Center, Storage, Security and VoIP because they can generate the really big deals. Many of these same VAR’s don’t want to sell WLAN because these deals don’t produce substantial dollars. For this reason, I believe Wireless LAN to be the technology equivalent of a sabermetric hidden gem because it has a high on-base percentage. The flood  of customers refreshing their WLAN, the insatiable thirst for wireless bandwidth, and the explosive BYOD movement are all creating unprecedented demand. This means your chances of getting on base are extremely high. Once you’re on base, there’s a hundred other things you can sell that customer once you’ve earned their trust. The deals aren’t as big, but if you’re playing moneyball, you understand that getting on base wins more games in the long run.

Good Selling

Tom

https://twitter.com/convergencesoup

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About Tom Walker

Tom Walker is Business Development Manager for Catalyst Telecom, a value added distributor for Avaya, Juniper, Extreme Networks, and many others. Tom works with Integrators and Resellers to help them grow their business by leveraging the most reliable, secure and standards based convergence technologies. For more information, visit www.catalysttelecom.com.

Posted on February 17, 2012, in Uncategorized. Bookmark the permalink. Leave a comment.

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