Another final week of the quarter

We are here again – the final week of our quarter, which makes for very little sleep for many of our team. For some (including myself) this is caused by us negotiating and agreeing purchases with many customers that choose to wait until now to place their order. For others (the sales reps that are trying to make their number) this is caused by sleepless nights worrying about whether they have done everything possible to ensure that customers can purchase before the end of quarter hits on Friday.

We are again having a great quarter and a great last month. So far in March, we have concluded 45 separate transactions with customers and are signing many new customers on to the NimBUS platform.

I met with a potential customer last week in San Francisco who asked us the differences between Nimsoft and a competitor. Rather than focus on feature/function I instead talked about a couple of key areas:

1. Nimsoft and its team “eats, sleeps and breathes” enterprise management. Unlike some others who jump into the market in order to make a quick buck, our engineering team has been developing these tools for over 15 years and we know the common pitfalls that face these platforms. On the surface it’s easy right? Read data from published APIs, put it into a database and write a nice, sexy GUI to display it. Well….the issues come in when the conversation turns to security models, how to support heterogeous environments, firewalls, NATed IP addresses, scalability, fault tolerance etc etc. Then, a seemingly simple problem becomes an extremely difficult problem. Many of the new entrants into this market simply “don’t know what they don’t know” and ultimately their customers will suffer as they hit the wall.

2. Our support for customers is unparalleled. Our marketing team asked me to describe this the other day, and I used the “No customer left behind” phrase. All companies have difficult customers, all companies have to deal with that 1 or 2% of customers that have previously unknown requirements that they need met. Quite often these individual customers become unprofitable in their own right. But…we have NEVER walked away from a customer. I shouldn’t say that too loud because maybe our financial guys might suggest that we should in fact walk away if a customer becomes unprofitable for us. But, it is not in our genes I’m afraid. We build this business on customer satisfaction and we hold good to our promise – no exceptions.

At the start of April we have our ww sales team together for 4 days for sales training (yep, they get on a plane on Saturday and training starts Sunday morning). This gives me a slight problem because we need to present the plaque to our sales rep of the quarter on Monday morning, and yet we will not know until Friday night who that person is. The engraver needs 3 days lead time. So…yes, we are going to produce multiple plaques and the ones that don’t make it will never be used. Don’t tell the sales team my secret – I think they believe that I am very clever in predicting who is going to be the #1 rep.

Second week of April, our entire technical team (apart from some customer support staff of course) head to Oslo for a week with our developers for in-depth technical training. This will be an amazing experience for many of them (hands up who has ever been to Oslo?)

These events cost Nimsoft quite a lot, but it is all part of investing in our people and ultimately our customer satisfaction.

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