Many years ago Henry David Thoreau said…
“For every thousand hacking at the leaves of evil, there is only one hacking the roots.”
In terms of leaves and roots, this month I’d like to discuss with you how IT companies diagnose their clients’ problems, and how they those present solutions to those problems.
And now we’re back to Thoreau. Using his words, most IT companies are hacking at the leaves, that is, hammering their buyers mainly with technical features and sometimes with technical benefits.
They totally forget about hacking at the roots, that is, diagnosing the business problems caused by technology, and end up hacking at the leaves, that is, presenting technical solutions.
So, this month’s issue of Tomicide Solutions we discuss a process you can use to facilitate a value quantification process for qualified buyers.