Accelerate Networking Sales

Network performance, infrastructure, and security are boring. Networking technologies are too hard to understand. There's little chance of making any money selling them. They're not worth the effort. Those misperceptions are keeping many VARs and integrators from selling technologies such as switches, routers, firewalls, and application acceleration appliances. On the other hand, a positive perception of that same market is helping igxglobal, Inc. experience explosive levels of sales growth. By focusing on selling networking and security technologies, igxglobal has experienced 800% revenue growth over the last five years. In order to understand how igxglobal is achieving this growth, it is important to clearly identify the technology and industry trends that led to this growth and identify those things that igxglobal is doing to differentiate itself from the competition.

The days of doing business with stand-alone PCs are gone. How many customers can you name that don't have a network in place? The point is that your customers' networks are as important as any business asset they have. Now, ask yourself, "How many times do I hear my customers bragging about how great their networks are performing?" The answer is most likely, "Not very often." Therein lies the market opportunity.

Thomas J. Duffy, president and CEO of igxglobal, says, "I believe the networking technologies market is very strong and getting stronger." Duffy is not an industry analyst. Instead, he backs up his statement with real-world data derived from his business results. "I can only judge by the one metric which is most important: our growth," he says. "In 2002, we dealt with 35 clients," Duffy explains. "Last year, we serviced more than 475 clients. I believe the opportunity in networking technologies will continue to flourish."