Any sufficiently advanced technology is indistinguishable from magic. -- Arthur C. Clarke
There are only three benefits the ROB cares about, making money, saving money, and mitigating risk, and in most cases they are prioritized in that order. Any proposal should be based on those items. Don't waste time trying explain the technology in detail, you can always do that off-line. Each of these benefits are concrete, and can be expressed with numbers. Make sure you back can back the numbers up with credible facts and sources. Once you have your numbers you can show the ROI for the proposal. Keep in mind however, that sometimes, the ROB can get a better ROI from something else, and they will choose to spend the money on that project.
*I am not implying in any way that the ROB is stupid, they just have not spent years and years immersed in IT. I think that what my auto mechanic does my as well be magic because I have not invested the time necessary to understand it.
Problem Solved: Selling Technology
Problem Solved: Selling Technology
No comments:
Post a Comment