Traditionally, the IT industry tries to seduce potential customers via functions and features.
At the end of the day however, the solution of choice consists of only 30 to 40 percent of the ultimate project success. On top of that, most of today’s ERP and CRM solutions can deliver almost all the functionality companies are looking for. So rather than focusing on the solution, it is much more effective to focus on the other success factors. Like the preparedness of the customer organization to change, the internal communication and the exemplary behavior of the management.
Have you ever thought about educating your prospects? Helping them to understand the way to project success? And are you willing to deliver that education yourself?
In this edition of QBS Talks you’ll learn how to start the process of prospect education. We will show you concrete examples of education content and formats.