Archive for December, 2008

Getting Real Value Out of Sales Pitches

Tony Byrne is right on when he says:

Increasingly I find SEs somewhat removed from actual implementation details (except what they’ve customized on their own laptops). While comfortable issuing jargon about “persistence layers” and “dynamic cache invalidation,” they don’t always have much depth on the mechanics of how their tools actually work behind the scenes.

Amen.  How tired are we in large enterprises of product pitch teams actually composed of all sales staff?  The ostensibly technical people in the room, as Tony says, often really understand just how to install and manage their demo environments.  If technical people are on the customer end, they need to be on the sales end as well.  We want to know how it runs in virtualized environments, how it integrates with policy server environments (read:  not just LDAP), how we can comply with policy around electronic records, electronic signatures, and audit trails.

These come from the professional services domain, not the sales domain – at least in a meaningful way.  Sales people are important too – but don’t forget to invite PS along next time you come calling.

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