Details on a customer's Internet presence help in value selling.
Insights in areas such as Internet footprint, relationships and operations, and market reach can point to compelling value propositions.
Details on current providers will help in competitive selling.
Digging into factors such as percentage of downstream networks routed through providers or peers, you can estimate the potential revenue opportunity for selling additional IP Transit to this customer.
Understanding your own strengths and weaknesses is important.
Assessing factors, such as, provider ranking, network footprint, competitive analysis,
and past performance are key to competitive and defensive selling.