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Stop Selling Software - sell the benefits.... And get a free HBR article on me !

  • Artigo

Good post from Bruce at Carpe Diem based on a Harvard Business Review article:

"It is continually frustrating to see IT sales people that know so much about their products - but so little about the businesses of the customers they sell these products to.  In a 2006 Frost & Sullivan report on the key issues holding back the Enterprise Content Management market, they rate Difficulty in understanding business benefits and Mismatch between business needs and solutions offered as the highest and 3rd highest "market retardant" factors."

More....

Bruce sent me a mail stating he felt the HBR article was a good story for MS partners - to help position a platform sell not competing on point solutions with your competitors. I agree.

Note - you have to either have a subscription to get the full article, or see my special blog reader offer below :-)

For the first 10 Aussie partners dropping me a line outlining what they think of this concept (i.e. give me feedback on bruce's post) and how the MS platform can help in this area, I will purchase a copy of the HBR article for you and send over ! (Note - you must be from a legitimate Australian MS partner - Registered, Certified or Gold)

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