Service providers should be prepared to face tough questions from both the business and IT organizations and should probably bring backup when talking to wary networking pros, Jude said.
"It's not going to be a simple sale because there is a lot of skepticism out there," he said. "Is it something an unarmed sales rep can do? I don't think so, but I think a good sales rep with a good sales engineer could probably make a fairly compelling case."
This article originally appeared on SearchTelecom.com