Years ago, I found myself sitting in a conference room dealing with a question that I’ve gotten thousands of times in my career: Was the technology I was representing, which I created as the CTO of an enterprise technology company (I’m being purposely vague), the right fit for a specific customer problem that I had just learned about in that conference room?
This would have been an easy sale and one that we needed to make our quarter. All I needed to do was agree with the customer, who was already convinced that my technology was a “perfect fit.” Instead, I explained that a competitor’s technology was likely a better fit and had the features and functions needed for this problem. The salesperson shot daggers at me from across the table. Commission gone.
To read this article in full, please click here
InfoWorld Cloud ComputingRead More
