Helping customers begin their journey of migration from legacy security systems to more network centric is kind of like a game of chess. It requires thinking through multiple strategies to select the right move, with the right piece at the right time.
Many times, the sales team gets so busy with driving new business they don’t make the time to cultivate “easy” business with their existing customer base. Business needs change quickly. So when was the last time you checked on how your customers’ needs have changed? Every single year? Every two years? Better watch your six o’clock or you might get surprised by a competitors move with your customers! So let me pose the question to our loyal readers: when is the right time to start talking about technology migration with your customers?