This. People don't buy technology, they buy solutions to problems they have. People don't buy new network infrastructure for it's own sake, they purchase a so

This. People don't buy technology, they buy solutions to problems they have. People don't buy new network infrastructure for it's own sake, they purchase a solution to eliminate bandwidth issues and increase productivity of the employee base. This is why a lot of tech companies have professional services departments internally as well as partner out with established players who already have clients, because customers want solutions, not technical details.