From Vendor to Adviser Quote:

The discovery process is exactly the place to reposition you and your organization as advisers.  I’ve talked about various kinds of assessments; penetration tests, vulnerability studies, optimization studies, risk analysis, proof of concept, etc.  It doesn’t matter what you call it, the point is; you have access, so use it.  In the end, it’s marketing, not technology.  And, though the highly technical mind aims to turn this into a scientific analysis, you the sales person, know that if you fail to persuade the client to act, you have done a disservice to the client.

© 2011, David Stelzl