Are You Selling The Things You Should Be Selling?

摘要

In late August, NSCA offered a free webinar on the topic of recurring revenue. It's not a new subject, but the presenter offered listeners a slightly different take by examining the emerging technology trends that are affecting integration and technology users, and associating the services that could be positioned around these changes. As the webinar continued, covering more new and different ways to deliver recurring revenue, I wondered whether integrators are really selling all the things they should be. Are integrators looking at the whole picture-from the earliest parts of a client discussion all the way through delivery-to maximize the potential sale while adding meaningful value that benefits the customer?