Last year I took on a new role at this small Business Intelligence Vendor, Satori Group, Inc. as the New President and Chief Operations Officer. Having been a consumer of software technology for 20 years, in the insurance industry, including having previously been a client of Satori, this is the first time working on this side of the vendor/client relationship. And it. is. different.
For instance, as any good executive should, I have gotten involved with the sales team and have actively built up a relationship with one of our prospects. And as such I have been working the sales process with this opportunity. Doing everything by the book, I’ve done discovery calls, one-to-one demos, made in-person visits and had conversations with all the various folks involved in the decision process. And in the latest meeting, in which I was certain we were walking away with a least a handshake deal, I had one unshakable hold-out.
“Why should we spend money to give our business users another tool that they aren’t going to use,” this IT person protested to his colleagues.
As I started to put my thoughts together to respond to this statement, my hard work had paid a dividend. “It cannot get any easier than this, It’s Excel!” exclaimed one of the other decision makers.
I could not have put it better myself. Learn more about how our solutions work with Excel…