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> A productivity tool doesn’t sell on ROI calculated by hours saved

But isn’t that exactly how mega-successful (but awful) products like Blackboard and WebEx get sold? Or any product where the purchaser is not the user but actually from the procurement department?

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Yes the whole procurement process is designed to recenter the equation on the economic benefit. That’s why you need a champion on the side of the company you’re selling to, who will help you overcome the hurdle because they are really invested in your product

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