Part 1: Technology enabling outcomes for customers

It's time to talk about ROI-selling, a topic covered in a recent interview between Enreach’s Iain Sinnott and The Next Cloud’s Rob Kurver at SmartCom Summit. Iain believes that the focus needs to be on the outcomes for the customer (rather than talking about technology). And putting in the time to find out what the customer really needs is worth the effort: if they can see the ROI from one product, they are more likely to be interested in the next one. Watch the full interview: