So, are you selling security as a technology or as an insurance?
Everybody is worried about security, in different ways, of course. Protecting a business from a potential criminal break-in is a high concern for CEO’s. Just like we protect our homes with security cameras and locks, the same should be done for our business.
This is why engaging in discussions around the benefits of security will resonate more with your prospects. There will be a higher level of understanding of the business outcomes and all of this achieved without even mentioning the technology!
The main concern should be the potential value of the software, not how the technology will achieve this. It’s time to address the real problems of customers.
Have you tried selling Azure from a business perspective?