Brent focused on the shift on selling and quantifying the value of what happens when email goes down and how to quantify that. In the example from the article he talks about that how email downtime cost one partner $208,000 annually. It is a fundamental shift on how we sell and position our technologies. To help illustrate this, I loved this quote from the article:
Gone are the days of the feature and benefit conversation, and in some cases, the WOW factor of the demo. We’ve now moved into the world of selling on value and quantifying the predicted outcome we’ll have in real dollars.
So really about following the money! Check out the article: Follow the Money: Sell on Value, not on Features
Let us know what you think.
Sr. Partner Technology Strategist