The Network Equipment Manufacturing market vertical within Core Technologies’ geographical area has shown a decline in recent years as many manufacturers of telecom products have moved their manufacturing and engineering operations either off-shore or to areas of the United States that proved to be less expensive to operate and maintain. Others relocated the manufacturing operations, but chose to keep skilled engineering and design/development operations here. Still, there are quite a few industry titans that maintain operations in the Northeast.
The smallest sector in this market vertical consists of telecom start-up companies that take full advantage of the local seed money available from numerous venture capital firms and also some the very best educational institutions and innovation centers to be found anywhere in the US.
The Network Equipment Manufacturing market segment’s sales cycle usually begins in their design engineering departments. If they’re a start-up, these groups are understandibly a little tentative about saying too much about the new mouse-trap they’re developing. They might start out with a simple Google search for a particular product, or probe the available emerging technology groups. They’re reluctant to bring anything in house, without having a solid reference from somebody they know. Core Technologies has earned a solid reputation with all of the many start-ups we’ve dealt with over the years. We concentrate on the User groups, and the design engineering groups first. Consultative selling in the tech sector is the best way to introduce new products, and the relationships forged along the way pay dividends when the same engineering group is tasked with developing the “next best thing”. Particularly in New England, a local, respected product representative is a valued asset. Friends choose to deal with friends. They find comfort in knowing they’ll be there, when technical assistance is required and the deadline clock is ticking. They know that the Core Technologies representative will respond with an onsight visit at the first phone call, text, or email request. The Manufacturer, for whom we represent, finds comfort in the fact that they know that the prospective customer will find a sympathetic ear quickly, effectively, and that their own development team will get an accurate assessment of the steps required to address whatever the situation might be. We work closely with our manufacturing partners’ engineering teams to arrive at a rapid, successful conclusion to any speedbumps that occur along the way. And they will occur. Not paying close attention, or worse, not hearing about potential objections, is fatal during these evalauation phases.
Some good examples of our clients in this market include:
- MIT Lincoln Labs
- Juniper Networks
- EMC Corp ( now a part of Dell)
- AT&T Bell Labs
- Telco Systems