Arecont Sales Strategy Case Study

Author: Brian Karas, Published on Mar 10, 2016

How does Arecont overcome their poor reputation and win deals?

Arecont does a series of "How I Shot the Bear" presentations where they showcase how they win larger deals. 

Inside, we break down the 3 key lessons we took away from their approach and our recommendations on how to counter Arecont.

*** **** ******* ******** ********* ********** *** *** *****?

******* **** * ****** ** "*** * **** *** ****" presentations ***** **** ******** *** **** *** ****** *****. 

******, ** ***** **** *** * *** ******* ** **** away **** ***** ******** *** *** *************** ** *** ** counter *******.

[***************]

Key *******

*******'* **** ******** ***** ******* ****:

  • ********** ***** *****-*******/*****
  • ***** *********** ** *** ***** *******
  • **** ** *** *** ********

***** **** ** ******'**** ********' ***** ** * **** ***********, ***** ******* *** ********* ********, **** *** **** *********** ******** ***** **% ** ** the *****.

Leveraging *****-****** / *****

*** ******** ****** ** ******* *** *****-*******, *** ******* ********* **** ******.  ******* used ******* ******* ** *** **** ****, *** ***** ********* and ******* ** *****-****** ******* *** ****** *** **** *********** edge. *** ******* ** ******* ******* ****.

***** ****** **** ********** *** ******* **** *** ******* **** multi-imager *******.  ******-**** ********* ******* *** ***** **** *********** *** less ***** ****** **** * *****-****** *****, *** **** ** an **** ***** ******* *** **** ************ ******, ** ***** in ****-****** ** ***************.

******* ********* **** *** *****-******* **** **** ***** **** ***** ******** cameras.  **** ** * ******* ***** ***** *****, ********* **** the ****** ****** ** ******* **** ******** ***** *** ********* overly *******.  ************** ******** ******** ****** ** *** **** ***** cameras ******* ** *** **** ** **** *** *******.  

*******'* ********* *** **** ** *** ******** ***** ** ******** the ********** ** *** *******.

Heavy *********** ** ***** *******

**** ******** *** **** ******* ************ **** *** ************ *** having **** *********** ** **** ********* ** **** ** ***** in *****.

******* ******* ******** *** ******** ********, ****** * ****** ******** in *** ***** ******* ** *** *****.  ***** **** ******** can ******* * *** ** ********* ** *** **** ** sales ******* **** *** ****** ******, ** **** ***** **** aware ** ****** *** *********** ****** ********** ** ***** ** they **** *** ******** ** ******* ** * ********* *********.

*******’********* ****** ******** **************** ****** ********* *** ***********. ****** ****** *** ***** *************, ******* dealers **** ******** ** ******* ******** **** **** * ******** discount. ** ***** ** ******* *** ****** ******* ***** *** ******** reps ** *** ****.

********* ** ** *** ********* ***** **** ******** (*:**). ************* will ****** *** **** ** *** * **** **** **** because ***-** ***** ***** *** ******* ********** *** ***** ******.  In *** **** ***** ***** **** ** ********* ** *:**, where *** ******** *** ********* ** ****** *** ******, *** these ********** ********** *** *** ******* *** **** ***** ** pre-sales **** *** ****** ** *** ******* ***.

**-**** ****

******* ***** ** **-**** **** ** *** ** *** ***** points **** *******. ********** ** **-**** ***-***** **** *** * *** key **********:

  • *** *** ****** ******** *****-**** ***** ******* ****** ** ******* problems ****** **** ********** ** ****** ****.
  • ***** ******** ************ ******** ***** *********** *** ******** ******.
  • *** ************ ***** *** ********** ** **** *** ***** **** look ****, ********* ******** ******, ******* ****-******* ******.

**-**** ***** *** ****-*********, *** *** ** ** *** ********* of ********* **** ****** ***** ******** **** ********** ** **** ***** sales. ******* ********* *** *** **** *** ********* *** ******** on-site *****. ** ********, *** ****** ********** *** *** *** customer’s ************ ****, *** ****** ******* ***** ***** *******.

********** **** **********

******* ***********, **** *** ******* * ******** ************ **** *** manufacturer, ******* ** ***** ********** *** ******** *******’* **** **********.

********* ***-***** *******

** ******** ** *** **-**** ****, ** ***** **** **** was * "***** **********" ******** ****** *** * ****** ****. Although *** ********** ******* ** *** *****, *** *** *** understanding **** *** ******* ***(*) *** *** ********** ****** ******** to *** *** * ************* ****** *** *** ********.  *** VMS **** ***'* ********* ** **** **** *****, *** **'* reasonable ** ****** *** *** ******* ****** **** **** ***-***** design **** ** ****.

Made ** *** ***

******* *********** ********* ***** ** *******'* **** ** *** ** label, ********* ** *:**.  ***** ** **** *** **** **** the ******** ******** * **** ** *** ** *******, **** was * **** ********* **** ***** **** ***** ******* ** advantage **** * ********** ** ** ***-*****-******-*****-***** *********.  

********* ** *** ********** ** *********, ********** ***** ************* ** was *** **** *** **** ***, *** **** ******* ** edge **** *** ******** ** ***** *********** *** *** ******* imported *******.

Countering *******

******* ********** ********** **** ** **** ****, *** **** ***** have **** **********, **** ** *** * ** ***** ****** might **** ********** *** **** ****

****:

**** ***** ** *** ** ** ****** ******* ** ********** deals, *** *** ***** * *****-****** *** **** ****** ******* along **** ******* **** ********* *** *** ******** *********.  ***** system ****** ***** ****** ** ****** **** ****, *** **** could ******* **** ******** ** ****** ***** ****** ******* ******* and *********** ******* ***** ******* ** ********** *******.  

********:

* *** ******** ** ******** ***** ** ***** ***-**-*** ********, with *** ******* *** *** ****** **** *** **** ******* and ********* * ***** ***********.  ********* ** *** *** *** customer *** ********* **, ******** ***** ***** * **** ********* with *** **** ** ****** *********** ****, ****** *** ******* price ***** ** ******** ******.  ******** ***** **** **** ****** sales ******** *** ******* **-**** *****.

**** *** *** ************* ******** ** *****, ******** *** **** offer **** ** *** ** *******.

*********:

*** ********* ******** ***** **** **** **** ********* ***** ******* and ******* ******* ***** *******. *********’* ******* ***** ****** **** in **** *** **** ** *******’*, **** ** ********* ******** 4 ******  ** ******* **** ****. **** *********** ******* **** Hikvisions extensive ***** ***** *** ** *************** ***** **** * **** attempting ******* ** * **** ******* *** ******** ******* *** with **** ***** ******* *******.

Tell ** **** ******** 

** *** ***** ******* ***** **** **** **** ****?

*** ***** *** ******* *******'* ******** ** **** *******?

 

 

Comments (8)

* ******, * ****** ** ***** ***, ***** * **-**** with ** ******* ***. * *** ********* *** *** ******** and **, ********* *** *******.

**** ****** **** *** *********...

*******: "**** *********. *** ** *** *** * ********, ** you **** * ****** ** **** *****"?

********: ******** **** *** ******* **** ** ***

*******: ***** ****, ******* **** *** ****** ******** ****

********: ...***, ***?

*******: **** *******! ** ******** *** ***.

**: (** ** ****) **** *** ** *** *** **** imagers?

**** *****, ** *************. ******** **** ** ****.

*******: ** *** **** * ****** ** **** *****? ** invented *** ***.

**: (** ** ****) **** ***** ******* *** ****.

* *** ** ******* ***** *****.

*** ****** **, *** ** *** ****, * **** ** two ***, **** ** *** **** *** ******* ********, ***** to **** ** ** ****** ** **** ***. * ******** the ******** **** *** ********** ******* *** **** *** ** beware.

*** ****** ** ****, **** *** ******* *** ***** *** the ******** **** *** ********* *** **** *** *** ****** know. * ****** **** * **** ** *** ******** *****, noting **** *** ******* *** ** **** ** *** ****.

*** ****** ** ****, ***** *** *****, ********* **** *** Arecont *** ***** *** ********** ** **. **********, *** *** is ********** **** * **** *** *****. * ** *** know **** ******** *** * ******* ** *** ** **** Arecont.

****** *******: ***** ** ********* *** ***** ** **** ***** in ******* * *** **** ** **** **** * ******** vs ******* ******.

** **** **** ***** ********** (*** ** *****), *** ** close ** *** *** **** *** ********* ** ********, *** lean ** ***** *************** *******. *'* ****** **** **** ** textbook *** *** ******** ********. ** *** *** *** *** first *** ** ***** ****, *** *** ** ********** ******* just ***** ********.

**** ** ***** * ** ** ******************* * ******* ** ****:

****** ******* ** *** ******* ***** **** ** ********** * "qualified" ********.

** *** *** ********* **** ****** *** **** ******, ********** it **** ** ********.

*** *****-****** ****. **'* ****** **** ** ******* ****** *** other ******* ** ****'* ***** ******* *****.

******* ******* **** ***** ******* ** ***** ***** *****-*******:

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