Unlocking Value in High-Tech Sales:
Using soft skills such as Project Management and Enterprise Architecture in Business Development

In the fast-paced world of technology distribution, you need versatile professionals who seamlessly blends technical acumen with strategic project management and business development skills. Working for a distributor that specialises in high-value computers, storage solutions, and Unix operating systems, these professionals go beyond mere sales. Their expertise in integrating complex databases like Oracle, Ingres, and Informix with advanced systems positions them as key player's in transforming sales opportunities into comprehensive, value-driven solutions.

The Dual Facet of Technology Sales

Distribution companies operate in a highly competitive market, offering two primary types of deals:

  1. Platform Sales: These involve the straightforward sale of hardware and software platforms. While these transactions are essential for maintaining the company's market presence, they typically yield a lower Gross Profit (GP) of about 10%.
  2. Service-Enhanced Sales: These deals incorporate not just the sale of platforms but also the addition of high-value services, such as the implementation of Enterprise Resource Planning (ERP), Manufacturing Resource Planning (MRP), and Financial Accounting (FA) systems. These comprehensive solutions can significantly boost the GP to an impressive average of 43%.

The Power of Project Management and Enterprise Architecture

Professional services ability to elevate the profitability of sales through services such as project management and enterprise architecture skills is a testament to their strategic foresight and execution. Here’s how they do it:

  1. Understanding Client Needs: They begin by thoroughly understanding the unique needs of each client. By doing so, they identify opportunities where their company's products and services can add the most value.

  2. Crafting Tailored Solutions: Leveraging their deep knowledge of databases and operating systems, professional services design bespoke solutions that integrate seamlessly with the client’s existing infrastructure. This often involves complex configurations and the alignment of various technological components to ensure optimal performance and efficiency.

  3. Strategic Implementation: professional services employ their project management skills to oversee the implementation process. From planning and resource allocation to execution and monitoring, they ensures that every project is delivered on time, within budget, and to the client's satisfaction.

  4. Continuous Business Development: professional services doesn’t stop at implementation. They continuously looks for ways to further enhance the client’s operations through ongoing support and additional services. This proactive approach not only fosters long-term relationships but also opens up new revenue streams for their company.

The Impact of High-Value Services

The contrast in profitability between platform sales and service-enhanced deals underscores the importance of professional services role. The significantly higher GP achieved through service-enhanced sales is a direct result of the added value these services bring to clients. By integrating ERP, MRP, and FA systems, professional services helps clients streamline their operations, improve data management, and gain actionable insights, thereby justifying the higher investment.

A Case in Point

Consider a recent project where professional services led the implementation of an ERP system for a mid-sized manufacturing company. The client initially approached the company for a simple platform upgrade. However, through detailed consultations and needs analysis, the team identified several inefficiencies in the client’s resource planning and financial accounting processes.

By proposing a comprehensive solution that included new hardware, advanced storage systems, and a fully integrated ERP solution, the team not only addressed the immediate upgrade needs but also significantly enhanced the client’s operational efficiency. They project, managed meticulously from start to finish, resulting in a successful deployment, ongoing support contract, and a GP well above the 43% average for service-enhanced deals.


professional services journey in the high-tech distribution industry exemplifies the profound impact that skilled project management and enterprise architects can have on sales outcomes. By transforming basic platform sales into high-value, service-driven solutions, the team not only boost profitability but also delivers exceptional value to clients. Their ability to blend technology with strategic insight ensures that each sales situation is not just a transaction but a transformative experience for both his company and its clients.


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