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The Importance of Innovation in Technical Sales with Kazuo at Dell Technologies

Kazuo S. | Technical Sales Representative | Tokyo, Japan 

Originally Published: August 3, 2023 

When I think of innovation, I think of:

Cutting-edge technologies 





To me, innovation is involved at every step when moving forward with team members and stakeholders for our customers’ businesses. We bring innovation to the table by showing customers our cutting-edge and sustainable technologies.


How Innovation Comes to Life in My Role:

I'm a technical sales representative responsible for the public sector, such as local governments and educational or research institutions. Approaches toward technologies are very different depending on their category. Considering that, I always change the way I communicate with each customer on proposals. For example, local governments are hesitant to leverage new technologies, even if they're low-risk and they can imagine how they can improve with them. On the other hand, education or research services are always open to leveraging the latest technologies. They would think I wasn't professional if I didn't suggest new solutions. Lately, sustainability has become a priority for them, so we focus a lot of our efforts here. 

Team building in Cherry Blossom Season

No matter how skilled our customers are with advanced technologies, I believe innovation is necessary for every business at every phase. As a technical sales rep, I value respecting their risk-taking view and always look for ways to convince them to decide on new technologies. Usually, other customer case studies within the same industry work efficiently.

Japan's Public Sales organization hit a historical record this first half. This is because we value exchanging what does and doesn't lead to success as a whole organization. We share knowledge as we gain something new so that we win together. I feel it is a "team win". 

I'd like to share one of my customer's cases. Kasuga City, Fukuoka, adopted VxRail as a hyper-converged Infrastructure. Combination solutions with VxRail and VMware Horizon are cost-friendly and work for local government-specific backgrounds. The transformation of Kasuga City, initially hesitant about innovation, was shared within our team. Each tech sales rep presented the success story to other local governments facing similar challenges, motivating some to embrace new technologies. As a result, certain local governments are now in a position to implement new solutions. Sharing success stories leads to "wins" for our team. At the same time, it means that it translates into a "win" for our public sector customers as well. I feel this embodies Dell's culture code of "winning together." Innovation happens from a small communication by a sales rep.

At Dell Technologies, progress takes innovation. How do you innovate?

To learn more about life at Dell, please visit our stories.

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