The Payment Hierarchy of Needs - How to Combine the Value of NFRs with Secure, Fast and Open
Date & Time
Thursday, January 25, 2018, 12:00 PM - 12:50 PM
Sales research supports that a customer needs to fully understand three things to invest more with a supplier. Those are 1) the value of the existing investment, 2) the ROI of the proposed new investment, and 3) the rationale behind the suppliers pricing. Our customers consistently undervalue the basics of our solutions, which makes increasing deal values in new sales situations, and justifying price uplifts / add-on sales to customers tough. However, we can enable them to understand the real value themselves.
Silvia Mensdorff - ACI Worldwide