By Jordan Westcott
When it comes to technology, business leaders need expert advice, proactive support, and solutions that drive real business outcomes. However, too many IT providers prioritise sales over strategy, pushing unnecessary products and upgrades rather than focusing on what the business truly needs – now and into the future.
This sales-first mindset leads to wasted budgets and missed opportunities to genuinely use technology to drive business growth.
The problem with sales-led IT
Many IT providers operate on a sales-first model, prioritising their revenue targets over what is actually best for your business. This often results in:
- Unnecessary upgrades – Instead of recommending solutions that align with your strategy, sales-driven providers push products that may not add real value.
- One-size-fits-all packages – Businesses receive generic solutions rather than tailored recommendations designed to meet their unique requirements.
- Reactive rather than proactive support – A focus on sales often means less investment in customer service, and a lack of proactive IT strategies that prevent problems before they arise.
Why a technology-led approach is critical
SMEs need technology that enhances productivity, security, and supports their long-term business goals. Instead of chasing sales, a technology-first provider will:
- Align IT with business goals – Recommending only the tools and strategies that will drive efficiency and growth.
- Provide expert-led support – Offering direct access to specialists who understand your industry and its unique challenges.
- Deliver long-term value – Ensuring that IT solutions are built for scalability and resilience, rather than just meeting short-term sales targets.
We take a technology-led approach, ensuring that every recommendation is based on what will deliver the greatest impact for your business, rather than what is most profitable for us.
Are you getting the right advice?
If your IT provider is more focused on selling than supporting your business, it might be time to reconsider. IT should not be about ticking sales targets, it should be about helping your business operate at its best.
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