Murray Goodman:A long time ago, I learnt a valuable sales lesson when I was working for another network provider. I was trying to sell a customer our latest service offering when they asked if the company I worked for also used the service.
The answer was no – you guessed it, I didn’t make the sale. If your own company doesn’t use the service (but could) – why should you expect your customer to buy it?
Not only that, surely you are missing out on valuable market feedback. Internal end users don’t pull any punches when you ask them for feedback on product features or where you could do better and you don’t have to engage expensive market research to engage with them.
Now that Kordia is ‘eating its own dog food’, it has given me a unique insight - in that I am now a user of the same services we sell to our customers.
Now, when I talk about our OnKor service I’m speaking from experience. When I demo the customer portal, I login to our own Corporate Customer Portal to show them how our own service is performing. And why shouldn’t I? We’ve got nothing to hide –we are eating our own dog food… I mean Caviar!
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