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You’ve probably been in the same demonstrations I have where the presenter shows product after product with no apparent goal or target. Sometimes these presentations even get disguised as a “design session”. It’s like they’re telling themselves “If I throw enough information their way they’ll buy something, anything!”
In my experience this couldn’t be further from the truth. Unfortunately more times than not the potential customer comes away thinking its way too complicated, too expensive, and even more importantly, it doesn’t solve any of their real, present and future, technical issues. A better approach is needed… a Simple Holistic approach.
1. Simple is Good
One of the latest crusades that I have been on is that the offering needs to be “simple”. As the IT department is either the “strong influencer” or “decision maker” of high tech equipment purchases I am going to focus on this group to make my point.
