Wanted: A MISsionary Zeal
When competing for investment dollars against more tangible assets, MIS solution providers sometimes find it hard to get the ‘thumbs up.’
Lynch—The hardest part of selling business/production software is getting the customer to understand the potential benefit it can offer. With most of our experience coming from referrals and customer requests, we usually start beyond that stage, as the customer already is aware of who we are and what we can do for them. However, in instances where we are trying to create the need, the process becomes longer and our role becomes more education and illustrator. Once the customer believes in the system, they can see the potential ROI they stand to achieve. The returns we generate are tangible, quantifiable, and sustainable, in terms of the bottom line impact we can offer.
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