By John Growdon
The convergence of data center technologies over the past several years is having a significant impact on the way that data center practices are organized and managed in the partner community.
Traditional practices are typically organized and operated around siloed technologies — servers, storage, network, virtualization and applications. These siloed practices are supported by account managers and sales engineers that are highly specialized in each of the technology categories. They are effectively vertically integrated organizations that are compensated to maximize revenues and profits for their given technology silo.
However, as convergence of technologies has taken hold, the lines between the different elements of the data center are rapidly blurring. This blurring of the lines is causing partners to fundamentally reconstruct their data center practices in a fashion that allows them to deliver the benefits of convergence to their customers. In short, the front end of the organization is being rebuilt in a horizontal fashion that has expertise across the technology silos and is compensated to sell using a solutions approach. The backend/delivery portion of the organization, however, often maintains its vertical nature to deliver the solution.
Transitioning your data center practice from a traditional siloed practice to a converged data center practice can be accomplished through a series of role changes, training investments and compensation adjustments. The end goal is to create a horizontal sales and pre-sales engineering layer across the of the existing vertical practices. This should be done in a fashion that does not incrementally add a layer of organization and cost to your data center practice. The converged front end should be created by realigning existing resources into new roles that support the horizontal front end and solution selling. By using this method, you will not incur additional selling expense in your data center practice. The critical roles for the converged front end are as follows:
1. Data Center Practice Lead. You will need to identify a manager that is responsible and compensated for driving converged solutions and services into your customer base. They are compensated for driving all data center technologies to the customer and have compensation accelerators for driving multiple technologies, solutions and your professional services to these customers.
2. Unified Data Center Account Manager. The next critical role of the converged front end is the unified data center account manager. These account managers have been generally trained across the multiple siloed technologies. They are trained specifically in articulating the value add of the converged solutions that you offer based on your particular ecosystem relationships. A key ability that the unified account manager must possesses is the ability to bring together and organize a conversation across disparate groups that manage the vertical technologies within your customers. They need to break down the barriers between the groups so that they can realize the benefits of the converged technologies. Fortunately, with the constrained IT budgets across all industries, the disparate groups are looking for ways to reduce costs and are much more open to this conversation. As with the Data Center Practice Lead, the unified data center account manager should be compensated with sales accelerators in the same fashion — multiple technologies, solutions and professional services. It is nearly impossible to simply hire a unified data center account manager. This is due to the fact that the exact skills that you will require will be driven by your vendor ecosystem relationships, your customer needs as well as your solution offers. Therefore, you should nominate your best account managers for the silos and invest in training them up to the appropriate level.