Dedicated Hosting Prospects and Their Clues

• By William Toll on October 10, 2008

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NaviSite recently launched an expanded line of Dedicated Servers and Virtual Dedicated Servers - the design of which was largely shaped by conversations with sales and potential buyers. Listening to sales calls, reviewing sales chats, and interviewing prospects is the most valuable time that can be spent by management and marketing teams.

The dedicated hosting space is crowded, and potential customers shop around. In fifteen minutes they have dissected both your competitor's and your website while rapidly forming impressions of your offering and its place in the market.

Increasingly we are hearing prospects seek quality and affordability. The dedicated hosting market is populated with hosting providers with varying levels of capability and infrastructure. Many prospects talk about horror stories and previous experiences at some providers that put price first, reliability, performance, service and security second.

With the current economic situation there seems to be a flight to quality. Your prospect knows that every sale counts and/or having applications offline for any amount of time is a drain on the bottom line. Downtime is measured in dollars lost not seconds offline.

The message we are hearing is clear, managed dedicated servers from a provider that includes a baseline of features will more rapidly build trust and provide them with Internet infrastructure that protects their revenue and reputation. All of us as hosting providers have a reputation that we share, as a community we do a disservice to offer hosting services that are not built on a foundation of reliability, security and service.

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