BICSI: What You Can Discover

February 20, 2014 at 10:00 AM

In the trenches with L-com’s David Gallagher 


 

 

Perhaps you’ve already attended a BICSI conference and you’re not sure if this post is for you. Hang in there. We’ll share some ideas that may shed new light on your BICSI experience.

 

For those who haven’t yet gone to BICSI, you may be unsure of its worth or are simply curious about what goes on. We interviewed L-com Product Manager, David Gallagher, to give you some insights on what he observed at the show.

 

Gallagher attended this year’s 2014 BICSI Winter Conference and has attended several in the past. It’s no secret that going to the show gives him or any other Product Manager a first look at what’s trending in the new year or what the “hot technology” on the street is. This year though, Gallagher noticed a shift in the climate. “The dynamic of the show seems to have changed. There’s a bigger focus on Fiber Optics and Facility Security,” said Gallagher.

 

According to Gallagher, the hottest topics in Fiber Optics at the show were data center port density, cable management, LC connectors, and cabling.  Gallagher also noticed a huge focus on security camera installs. “The number of security integrators and equipment providers at the show was surprising,” said Gallagher.

 

“Companies are also a lot more interested in installing security monitoring systems now because of recent issues,” Gallagher continued.

 

Finding these trends buzzing at the show helped Gallagher (and hopefully you too) to hone in on what new products and technologies are at the forefront of the Information Technology Systems space and how L-com’s products could be best utilized for these hot applications.

 

Another advantage Gallagher highlighted about not missing BICSI is the opportunity a Product Manager has to learn a new perspective about their product. Yes, most Product Managers know their product inside and out and could list off features and benefits in their sleep. But, there’s always a “fresh look” that could be waiting behind the next door. Or at the next trade show.

 

One attendee claimed “This looks like it’s pretty tough!” referring to our IP68 and UL rated Industrial Ruggedized Ethernet Cable. Sure, yes, it’s virtually unbreakable. Gallagher knew this wasn’t any news.

 

But what he found is that as he observed BICSI goers conversing and getting excited over our Ruggedized Ethernet Cable, it made him stop and think about what kinds of tools he actually could break the cable with.

 

This was something he hadn’t considered before, and put the product’s features in another light. As Gallagher did, you might discover a new way your product is viewed by potential customers or what feature strikes them the most (therefore giving you a hint on what you should play up in your marketing campaigns).

 

“It is always great to interact directly with customers and learn what issues they see in the field.  This helps us find new and better product designs based on their extensive experience,” said Gallagher.

 

Another opportunity at BICSI that Gallagher was pleased about was the ability to build relationships. BICSI brings together a wide variety of professionals in the Information Technology Systems field, all in the hub of Orlando where there’s much attraction. Whether they were clients, vendors, or future customers, it was advantageous to be in the mix. BICSI offered another opportunity to meet and greet some clients whom Gallagher had never met, and as a Product Manager with thousands of customers it’s common to have missed some.

 

Additionally, at BICSI there’s a chance to rework or fine tune your marketing strategies. By managing the booth as Gallagher did or observing the reactions at other booths, you’re able to see what works and what doesn’t. For instance, are people drawn to the display case or to your catalog?

 

For L-com, Gallagher noticed the usefulness of product samples. “People want to see and feel the product in their hands. Have the ability to test it, bend it, and look at it closely,” said Gallagher. “Especially if they’re a potential buy, but also to compare quality and competition.”

 

Lastly, don’t forget about social media. According to Gallagher,  techies and engineers do participate.

 

“I didn’t expect Twitter to play a part in the show,” said Gallagher.  “Someone actually walked up to our booth and asked if we were the culprit who sent a Twitter invitation to visit.”

 

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