24 May 2006

Pitching horseshoes

I pitched an application to a manufacturing business today. It wasn't a perfect fit, but we could cut down the product's functionality and deliver just the sub-set of functions that they think they need without too much difficulty.

It's really a Trojan Horse strategy. We believe that they need substantially more than they say they need, and we'll be able to unlock that additional power at some point in the future.

The outcome of the meeting? We are going to provide them with a configuration questionnaire so that we will be able to find out how much work will be required to implement the application and what level of granularity they want in the reports. That's a solid outcome because it takes them forward in the buying process and gets them thinking about how they will use the product.


Post a Comment

Links to this post:

Create a Link

<< Home