That's it. You're not selling a product or a system, you're selling a solution to a problem. E.g: Problem: Managing your customer's data, bills, etc on paper i

That's it. You're not selling a product or a system, you're selling a solution to a problem. E.g: Problem: Managing your customer's data, bills, etc on paper is tedious. Solution: Deploy a product, adapt it to the company's processes (or create new ones), create documentation, train people. Enterprises don't usually buy "off-the-shelf" products as they need heavy customization to be included in already existent processes.