Enterprise Blockchain Sales and Solutions Engineering
Joseph H. Holbrook · 2020
This chapter covers the solutions sales cycles of enterprise blockchain engagements and how VARs, vendors, and integrators can participate in the blockchain sales cycle. It provides IT administrator a technical presales perspective on how to sell blockchain services, software, and hardware. The chapter also provides information on the stakeholders who will be part of the substantial discussions about blockchains. Although blockchain technology may be complex, in reality the blockchain sales cycle follows the typical sales cycle IT architecture follow to sell telecommunications gear, data storage arrays, cloud computing platforms, or customer relationship management solutions. Blockchains just like other IT solutions have specific tasks during the sales process that IT architecture will need to perform or participate in such as requests for proposals, demos, and proof of concepts.