Dennis Blanchette: The Enterprise Customer

Enterprise sales involve multiple stakeholders. Dennis Blanchette describes the needs of each of stakeholder and how Ensure seeks to satisfy them.

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Filed under: Dennis Blanchette | Ensure Technologies | Enterprise Software | Finding Gaps | IT Security | Ypsilanti, MI

In this 5 minute segment (download iPod compatible, 25MB) describes the typical enterprise sales process. Need for his product is typically driven by regulations and requirements such as HIPAA regulations to protect patient data, Sarbanes-Oxley to ensure internal control of financial data, or the need to protect intellectual property. However, while respecting the security requirements, employees must also be able to use the system.

Therefore, Dennis views his sale as comprising three entities:

• The CFO or CTO in charge of regulatory compliance.
• IT which is typically charged with implementing any solution and must satisfy the needs for regulatory compliance while also taking into account the needs of the end user.
• The end user who must experience the system.

Ensure's point of contact is typically IT or above. However, they must satisfy the end-user or the sale will not work.