Vik Khanna Sales Lessons Learned

 

“It doesn’t matter what size or business you’re in—when you’re starting your sales and marketing should never be separated.”
—Vik Khanna, Founder of Faronics

You can’t have a business unless you learn how to sell. Faronics has become the leader in making computers used in education safe for students to use. This is the story of how four partners came together to solve a real need, building Faronics into a multi-million dollar software company by selling their product, Deep Freeze.

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Where’s the Skim Milk?

Twenty years ago, Starbucks started expanding north into Canada and Vancouver was one of the first cities to see a proliferation of Starbucks stores. At the time, I was looking for a coffee store where there was skim milk (non fat milk for my non-Canadian friends) on the counter. I was tired of coffee shops where I had to constantly ask for cold skim milk for my coffee. Fortunately, Starbucks included skim milk on the counter in every single one of their stores. For me, this was the key differentiator that made me a Starbucks customer for the last 20 years.

The last two weeks, skim milk has been disappearing from Vancouver Starbucks stores. Every time I get a Starbucks coffee, which is usually more than once every day, I have to ask for skim milk so that I can add it to my coffee. When I do, a four litre jug is retrieved from the back and put on top of the counter for me to open and pour into my coffee. Not only has Starbucks taken away the key differentiator that made me become a customer in the first place, they make the experience of getting what I want unpleasant.

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