> Example: a customer's VP of Engineering has ten direct reports and feels very overworked. If a product saves each engineer 1 hour every month but creates 2 ho

> Example: a customer's VP of Engineering has ten direct reports and feels very overworked. If a product saves each engineer 1 hour every month but creates 2 hours of work for the VP, that will be a hard sell if the VP is the buyer. But if the product saves each engineer 30 minutes while also saving the VP three hours, that'll be a much easier sell. In each case, the customer's company saves 8 hours of engineering time per month (1 x 10 - 2 = 0.5 x 10 + 3 = 8), but the second product will be much easier to sell than the first. Or, indeed, if the product creates an extra hour of work for each engineer but saves the VP 30 minutes, it'll be an easy sell. The VP ought to care about his people's time, but that not nearly as common as it ought to be.