Break time between sessions at the recent Brussels VMware User Group (VMUG) gave me the opportunity to observe, so I headed for the back window of the Bowling Stones Pax conference room and began panning across the room.
I had a thought. Inside were IT managers, architects, systems engineers and sales professionals working for world-class companies like VMware, Cisco, NetApp, Symantec, and Teradici. People like the Belux VMware team engineers Stefaan Van Hoornick and Nicolas Van Wijnsberghe, and also people like Cisco’s Ramses Smeyers and Nicolas Vermande of Telindus.
Professional technologists, confident and extremely competent providing tremendous value literally on contact. Ramses Smeyers during the Designing a vSphere Environment for Cisco UCS session, for example, immediately helped solve a stubborn technical issue my colleagues and I had been experiencing. After the session Ramses, joined by Nicolas, continued to provide valuable advice with infectious excitement. The benefits of the Cisco Nexus 1000V switch for virtualizing the DMZ in a UCS environment, design considerations, best practices etc.
Tangible, immediate value certainly and just as important, intangible, lasting value. Value that often goes unnoticed. After all, inspiring technologists to help propel them toward the worthwhile pursuit of providing value for their customers is no small feat.
So here’s the thought: the distance between what our clients believe they want and what we demonstrate is really needed is our value distance. We are compensated for providing our value distance and we do that by leveraging technology. The higher value distance we achieve, the higher remuneration we deserve.
I submit the key to our continued and growing success depends on the job we do keeping our clients focused on the value we provide, not the fees we charge. Properly executing that strategy renders fees almost insignificant.
Note: I’m happy to finally be finished with this short, pithy inaugural post. I’d really appreciate your feedback so I can try to make this as valuable as possible. You can post a reply below, or contact me direct via the contact page. Thanks for reading.