I Am Vendor Hear Me Roar

21 March 2005

Ten days of immersion in web services and managed service models has me wondering if anyone will figure out how to return to the feature-function-benefit school of selling. I’ve seen accounting and ERP products offered as managed services. I’ve seen complete voice-over-IP phone solutions that just happen to blend email, messaging, digitized voicemail, telephony and a host of other things that only a technologist can imagine doing with a phone. Each supplier represents his or her product as the one with the faster, bigger or better technology. Sadly, not one has sought to understand the problem their product might solve, but they certainly love to hear themselves.

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