Uniquely Yours…

As I mentioned yesterday, when someone requires you to deliver ROI or TCO numbers as part of the red-tape process, the sale really isn’t based on ROI or TCO, but rather this is just a protocol the company has for vetting possible providers.  In most cases they will have a format or model for doing […]

Cisco Webinar Question: Why not Competitive Advantage?

A couple of attendees emailed questions regarding competitive advantage…following Wednesday’s Cisco sponsored webinar.  I thought it might be helpful to address this here: (Q) Why is Operational Efficiency or Risk Mitigation easier to sell than Competitive advantage? First, it’s important to note, I did not say you can’t sell using competitive advantage as your value […]

Google Changes Everything

My educated started with school, ended with Google I learned about Cobol programming, Fortran, 8-inch floppy drives, and outdated architectures at college.  I also learned how to cram for tests, gain the teachers favor, and correctly fill in scantron test sheets with a #2 pencil.  Eventually I graduated and needed a brain dump on relevant […]