Providing an on-point, creative solution that increases a client’s return on technology investment and produces the Raving Results we constantly seek to deliver.

Jim Sutton says he isn’t what you might call your stereotypical “charismatic salesperson.” Some folks can sell ice water to Eskimos. His success? It’s based more on his experience.

You see, Jim’s been working in IT in one form or fashion since 1992 (including working on the TSG Support team here previously). He’s worked on Dot Matrix Printers, PCs and Laptops, software solutions, and he’s managed some massive networks. In his recent move to sales, he’s brought with him a plethora of real-world knowledge of IT systems and IT support, both of which lend him credibility and instill a sense of confidence in what he’s proposing.

And it’s working.

Just last period, Jim satisfied the rare feat of landing both a CommCare (Unified Communications) and a TechCare (Managed IT Services) deal. 

"Closing a new contract every period is NOT an easy task. To close a TechCare and a CommCare is a great accomplishment for Jim," TSG Sales Manager Lee Wise said. "Given his previous experience working with Datamax TSG support, I knew that Jim was a great hire for us. His recent success on the sales side really shows his commitment to building that trust and those long-term partnerships that we value so highly as a group." 

The CommCare Deal.

The City of Cammack Village, just northwest of Little Rock, was a current copier prospect who expressed an interest in learning more about Datamax’s VoIP Phone System (CommCare) offering. Jim took the opportunity to go out and visit with them.

When Jim enters any office, he likes to “rubberneck” around a bit, looking at what types of computers, what types of printers, and even what types of phones. So when he set up an appointment with the city, something caught his eye.

“You can usually spot an older analog phone, based on the type of cable you see coming out from the phone,” Jim said. “With our CommCare offering, we can typically save people with older phones like this money, as well as introduce them to a host of other features (like video conferencing, chat, file sharing, etc.) that they didn’t previously have,” Jim said.

But it’s also about partnership. Just recently, Jim attended the Arkansas Municipal League Conference and landed Datamax on the group’s preferred vendor list. This was a plus when walking through the CommCare Proposal Process with Cammack Village.

“I think it brings us validity,” Jim said. “Every city I visit with, I always mention that we’re a preferred vendor partner with the AML.”

The TechCare Deal.

AVCOR Construction is a woman-owned, service-disabled veteran-owned small business that had recently fallen under cyber attack. They were in dire need of a partner who could help better secure their organization, and they were anxious to move fast.

“With our security offerings, we were able to offer them a solution that certainly secured their networks. I caught them just as they recovered, and they were very hyper-sensitive about the need for a better security infrastructure,” Jim said.

One obstacle (at least initially)? AVCOR was anxious to get a solution in place immediately. As part of Datmax’s TechCare package, we offer a Business Technology Alignment Analysis: Essentially a thorough technology assessment that analyzes hardware infrastructure but also addresses the needs of individual users through a series of interviews. It’s a powerful process… but it takes a little time.

“When I first called to ask if they were ready to move forward with the BTAA, essentially they told me that they were wanting to look at someone who didn’t require an assessment, they were in a hurry to get a Managed Service Provider in there,” Jim said. “I told her that I understood that completely, but that I would be really cautious of someone who doesn’t do a thorough assessment.”

Jim’s ability to communicate the power of the BTAA, and its ability to accurately pinpoint needs and shore up any and all security vulnerabilities, resonated. The very next day they called back to move forward.

“I think it was the BTAA and everything we did through that process that ultimately closed the deal,” Jim said. 

The Partnership Deal.

As Jim says, he has a unique background that is rich in hands-on IT experience. He isn’t interested in selling boxes or gadgets. His aim is always a long-term partnership, built on credibility, expertise, and ultimately, trust.

“TechCare is what I would consider a partnership sale. You’re not just selling a solution or PCs or switches and servers, it’s all wrapped up together,” Jim said. “My job is to make them feel comfortable and safe about the solution we’re putting in place. I think my success is based on my experience, ensuring that those I visit with feel confident in what I’m talking about. That’s extremely important when you’re dealing with people and their networks. It essentially comes down to trust.”