What is your company's hardware upgrade cycle?
It's essential to understand the company's hardware upgrade cycle so that you can plan a schedule for implementing PCs and peripherals. Your schedule will help you to work with the customer's budget constraints, which will often mean performing work to deadlines set for financial reasons rather than more obviously practical reasons.
Fitting your implementation schedule successfully to the company's hardware upgrade cycle and budget helps you retain customers in the long term. Keeping existing customers is far less expensive than acquiring new customers and can make a huge difference to your bottom line.
Return to the FAQ guide on selling peripherals and read the rest of Guy's expert responses.
This was first published in August 2008