3 ms·
Why can't leadership in a company just do the right thing in making decisions that make the company better?
by stainforth 4y ago
Why can't leadership in a company just do the right thing in making decisions that make the company better?
- kjellsbells 4y agoWhat does better really mean, though? For the CFO, a SAP implementation solves multi-million dollar problems in inventory, sales taxation, expense management, compliance, etc. That is "better" for their organization. If it comes with a slighty cruddy travel and expense system, oh well. That piece probably represents like 1% of the deal value. Enterprise sales at this level requires a deep understanding of what the buyer values in your product, not what you think is valuable. I dont claim that SAP delivers on these claims (ie I'm not carrying water for them) but they are good at hitting this button.