Author Archives: Graham Bunting

About Graham Bunting

I am a highly experienced, energetic, persistent and innovative senior sales professional/sales leader with 25 (plus), successful years of sales and leadership experience, developing and managing sales teams and winning new business with and through partner channels to deliver profitable revenue growth through an approach of clarity, openness and flexibility. I am by nature inquisitive and enquiring and whole-heartedly embrace any technology that enhances our experiences. Fun is an important element of work/life for me, so whilst I am deadly serious about the business of business, I do like to work in an environment that is fun to be in. I am very much a people person and fundamentally believe that it is the people in an organisation that make it a success or otherwise. I thrive in team environments - creating, developing and galvanising individuals into coordinated teams is my forte, and I thrive on a fast-paced dynamic environment, where great people challenge and ultimately deliver high quality results for demanding customers. I am a real customer advocate and hold a firm belief that in the customer economy in which we live today, World Class performance is the only option to retain (and grow) customers. If we get it wrong, we say so quickly and act to reach a remedy. I am a catalyst – connecting and coordinating people and opportunities. I am a motivator and inspire people to be the best that they can be through coaching and mentoring. One of my favourite "quotes" is Life's journey is not to arrive at the grave safely in a well preserved body. But rather to skid in sideways, totally worn out, with a beer in one hand, shouting "Whoo, what a ride!!" Views here are my own

Things have changed

For many of us change is rather disturbing, but intellectually, we all know that change occurs whether we like it or not, and increasingly these changes appear to be accelerating. This is particularly true in the technology space.

You may be too young to remember, but there was a time when neither mobile phones, nor email were in use in the workplace, never mind our everyday lives. This change started in the UK in the mid 1980’s (scarily around 30 years ago) when mobile phones were first introduced. It was probably another 10 years before we saw large scale use of email in business and it wasn’t until the noughties that we saw this become mobile with the introduction of a handful of mobile devices, but it was Blackberry who gained the most traction, and rapidly became the de-facto standard for mobile email.

Then came Apple

Apple disrupted the smartphone market when they introduced the iPhone and have been instrumental along with Android, in making us a mobile population. Our children are almost permanently attached to their devices and we are reachable wherever we are.

This newish phenomenon is not without cost, as we often find it difficult to “switch off” from work and often complain about the balance between work and home life.

That said, the change has also meant that we are increasingly freer to work from wherever we choose, and so bizarrely we have more freedom than ever to roam and work. Ultimately it depends upon the tasks we must undertake in our work lives and of course the infrastructure must be in place to support us.

The speed of change therefore can often “catch us out” as there are many moving parts to consider:

People – current employees’ skills need to be maintained and their requirements and technology at their disposal needs to keep pace with the changes. Business systems and infrastructure needs to keep pace with the increased burden of use and reliance, and speed of service as we all need more, faster etc – All of this of course, requires investment and planning. Attracting new employees means that you need to consider how appealing the business is for people to want to work there. Many businesses are seeing the benefits of moving from an on premise, cap-ex funded acquisition model, to a cloud hosted, op-ex model, affording them a more agile business capability, and lower support burden. Many organisations are stepping beyond this to a total outsource of all non-core business functions, preferring instead to focus their investment on their core business activities

What is for sure, is that “one size does NOT fit all” and your suppliers will increasingly become an extension of your business, and in so doing should be striving to add value beyond a support function of simply aiming to keep services always available. Instead, they should be looking to be your subject matter experts and trusted advisors enabling your business to serve your customers better and more effectively.

Workplace House

The customer experience centre in London

Here is a short taster video of the new customer experience centre in Farringdon, London, hosted by Kinnarps – one of the largest furniture manufacturers in Europe.

Come and experience for yourself, how Workplace House showcases the results of a collaboration between six companies, bringing together the best workplace furniture, interiors and technology within one agile showroom.

Book here

Workplace House tour

Finding customers for your products, or products for your customers?

We all know that it’s smarter and easier to offer more solutions to your current customers than to seek out new clients who don’t yet know you and what you stand for.

It costs 5x as much to attract a new customer than to keep an existing one

With this in mind, I’m introducing a few ideas that you may be interested in adding to your mix….

Introducing Vgreet from Ascentae – a new distributor focussed on disruptive technology

Video conferencing combined with content management
Vgreet is one of Vpod’s state of the art technology products offering a more human way of communicating with customers, clients and colleagues. The solution uses video conferencing technology combined with Vpod’s unique content management software and enables deployment of video/audio while simultaneously displaying content, similar to a super-sized smartphone. Every business can now have an incredibly flexible communications solution with intuitive touch-screen technology that is immediately familiar to anyone who owns a smart device

Video conferencing combined with content management

Vgreet is one of Vpod’s state of the art technology products offering a more human way of communicating with customers, clients and colleagues. The solution uses video conferencing technology combined with Vpod’s unique content management software and enables deployment of video/audio while simultaneously displaying content, similar to a super-sized smartphone. Every business can now have an incredibly flexible communications solution with intuitive touch-screen technology that is immediately familiar to anyone who owns a smart device

Video communication kiosk

Imagine a giant smartphone placed in a prominent position customised to display your own branded interactive content. Imagine the unlimited face to face interactive opportunities that could bring to your business. That’s what you get with Vgreet. A free-standing or recessed video communications kiosk that enables deployment of video and audio while simultaneously displaying content.

Growing my business is hard

I’d start from the premise of aiming to sell more things to more people. In practice this can result in a range of actions. One of those can be a cooperative sales motion and one could be to expand your portfolio, so that your clients can source multiple products and services from you. If they’ve already bought, they’re likely to buy from you again. Cooperative selling is where you’re partnering with another similar business with complementary offerings and you simply look to sell to each others’ client. I’m seeing a marked increase in this latter approach.

If you a bereft of ideas or simply feel are stuck – drop me a line. Always happy to help

#ISE2019

Last week I visited #ISE for the very first time and was totally blown away by the scale of the event and moreover the attendance. The Rai in Amsterdam was mobbed, and every hall was the same. The biggest names in the tech space were there showing their wares and visitors from businesses small and large were taking the opportunity to evaluate the latest offerings.

Nureva took a large space in hall 11 to showcase Nureva Span and Nureva HDL300, both previewing new release functionality for the coming months. I’ve signposted a few videos from Rave Publications Youtube channel which provide a taste of what’s to come – if you want to stay in touch then fill out your details below and we’ll keep you updated

New release features for Nureva Span
Introducing Active Zone control on Nureva HDL300