The SiMPLE Framework
Nobody ever wakes up in the morning and says, “Gee… I can’t wait to go out and buy a DaaS solution today!”
As you can imagine, when you’re in the business of selling DaaS solutions, that can present some challenges!
In the last few years, I have worked on creating a value-based selling approach for Desktop as a Service which I strongly believe can also universally apply to any technology purchase, especially in the B2B space. At its core, the goal was to find a way to make the technology easier to discuss for audiences at all levels of technical acumen. If you’re someone who has been working ‘elbow-deep’ in you End User Computing solution every day, if you’re someone who has spent the last seven years administering an in-house VDI solution, if you’re someone who has no technical experience at-all… everyone needs to understand the value that technology solutions provide by solving universal business challenges. If you can’t establish the WHY, then the WHAT and the HOW do not matter.
Now that I had settled on the goal, the question then became ‘What is the best way to make this value-based message stick?’ I’m a word-nerd and have always felt like pneumonic devices were helpful with recall from memory. Personally, acronyms have always worked best for me: SCUBA, ROY G. BIV, even RAM… you can probably still remember what each of these stands for without having to give it much thought. Knowing that I wanted to figure out a good and memorable acronym was the easy part, though… what would the acronym be? What would convey how easy the benefits of the solutions that I’m discussing can be understood? How can I make this whole process more simple..?
With that last question, the pieces immediately fell in place in my head: SiMPLE.
The values of the SiMPLE Framework are:
Security
Mobility
Productivity
Logistics
Economics
If we can prove out that a solution helps a prospective customer in most of these areas, we have a real chance at helping an organization find their right fit. If we can prove out that a solution can help in all of these areas, we have a slam dunk.
For my next blog entry, we’ll take a pass through applying the SiMPLE framework to Desktop-as-a-Service. How can we prove that DaaS can help a customer become more Secure? More Mobile? More Productive? Improve their Logistics? …and provide better Economics than a traditional approach to End User Computing? I think you’ll find that the answer is quite SiMPLE!