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April 21, 2009

Comments

joseph martins

I'd like to dig a little deeper into point 2.

2. I know how I want to run my business; don’t make me change processes just to use a solution.

Generally speaking, a customer should not have to change existing processes to use a solution. However, there is an exception to the rule. If the inefficiency and absurdity of the existing processes prevent the customer from leveraging new technology to reduce cost or increase profitability, it is your responsibility to help the customer understand that some process re-engineering may be in order.

If a customer refuses to change existing processes for the better, walk away from the deal. Any failure will be attributed to your product, not their reluctance to change.

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