Sales

At Ontrack Global, we believe that any successful IT services solution can only arise out of close and continued involvement between four parties – the customer’s IT team, the customer’s business teams, the Ontrack Global sales team and the Ontrack Global operations and delivery team.

In the modern business environment, it is vital for the IT department of any successful enterprise to align itself very closely with the corporate or management strategy and business style. No business function can operate effectively as an island in isolation from the rest of the enterprise. As part of our sales approach, we repeatedly emphasise this with our client stakeholders and integrate this thinking into our sales effort.

It is equally important for our customers to correctly identify what to outsource, as is the decision on whether to outsource. Our sales team is well placed to act as consultants to the customer in identifying which core, mission-critical services are best retained in-house and which services could be outsourced for best effect.

At no stage do our customers feel pressured into settling for a solution they are not totally comfortable with, since we involve the customer to a very large extent while designing the right solution for the particular situation. We seek to invite participation from stakeholders in every concerned business function of the customer’s organisation, not just the obvious ones like IT and Finance. We make sure that every aspect of the business situation has been considered before a proposal is submitted.

We believe that the operations and delivery teams do not merely “step in” and take over the customer interaction once the account is won by the sales team. It is crucial that the operations team works closely with the sales team to design the most effective solution for the particular requirement. There is tremendous value and technological knowledge that the operations team brings to the table during the pre-sales process. Besides, we also ensure that the solution proposed is realistic, deliverable, effective and will be successful.

Our approach to the sales process is highly structured and scientific, incorporating the best elements of world-leading solution selling methodologies. The Ontrack Global sales team uses a leading online CRM tool to capture information gathered during every interaction with the customer. This not only makes sure that no vital information is missed, but this also becomes an excellent single source of information, from the first client contact right until the solution is successfully delivered and signed off. This also reduces the dependence on any single individual during the entire process.