By Bob Vogel, B2Marketing
Kurt Bullock, president of Bridge Technology Group in Tucson, told me a story the other day that blew me way. I’ll share it with you.
He was in a competitive pitch with two other local IT firms that were vying for a mid-sized doctor’s office in town.
The partner physicians and office administrator had interviewed all three firms and now it was down to the proposals. Kurt was last to go in, and walked out with a contract.
“It was like shooting ducks in a barrel,” he told me, because he knew something that neither of his competitors knew, nor did anyone in the doctor’s office:
“I told them that everyone who ever worked in that office still had active accounts set up on their network, their office manager had full access to confidential information that she should not be able to see, and their firewall was still set to the default log-in credentials,” he explained.
How’d he know all that? Kurt told me that he had a subscription to the Network Detective network assessment tool. And during his initial meeting with the prospect, while they were talking he had permission to run his non-invasive network scan (no software, probes, or agents to install).
Before leaving the prospect, less than an hour later, he had collected a mountain of information about the network assets, configurations, and settings – all compressed down and encrypted in a small file that he took back with him to his office.
And within minutes of uploading the scan file into the Network Detective data analyzer on his PC, he was able to generate some compelling reports – including one that he could brand and show to his prospect.
“We blew the other guys out of the water,” Kurt noted. “It was like we were in a totally different league. The doctors were so impressed that we found all this stuff, and so much more, and that we did our homework before coming back to them asking for money.”
Want to learn more about Kurt’s company? Here’s the link to his web site: http://bridgetechnologygroup.com/
Want to know more about his secret weapon?
