What is the difference between functionality and business benefits?
So you are involved in selling Microsoft
“I sit through vendor demos regularly, vendors who want to sell to us. I cannot recall the last time I saw a vendor start with -- or have anywhere in the demo -- an end to end scenario in which their product plays a key role. As a result, we sit there wondering, "So how does this product help? What problem does it solve?"
Small vendors, big vendors; it doesn't matter. I sat through a three-hour demo last month from perhaps our biggest vendor, on a company-wide system we really need, and saw feature after feature without a single scenario. As I was walking out with a key decision-maker, we looked at each other and tried to figure out what the system actually did once you got below the 100,000-foot level.
So here we are, needing what (we think) this system does, and the vendor can't figure out how to sell it to us!”
How do you know if you are guilty of this? Lets look at a couple of the most important features of Microsoft
So as you can see here, Microsoft
One of the benefits of Microsoft
In addition, you can see here the ability to track emails, appointments and contacts between in my
(And so on….)
Now putting yourself in the position of the person who is going to be shelling out money for a new
There is a ton more talking in the second one. And truth be told, I probably demo less of the actual product than I should. Does that mean I don’t know the product? No. It means business value, not my product is what should be front and center. You should connect the dots between increased sales and increased efficiency and ohh by the way, the efficiency comes from Microsoft
Business Value will also change based upon who in the organization you are speaking with. So if you are talking to the
So, this is about as long of a blog post as I can do for one day, but lets revisit this as we talk about creating business value during your demos and using scenarios vs. functionality to help you demo and sell Microsoft
One of the things that this will make you have is Discovery. So we will also be covering qualification vs. discovery and how they differ…. (And they do in a HUGE way.)