In the current economy, times have changed. While many customers continue to seek comprehensive solutions to address network issues they may be experiencing, they must now weigh the value of those solutions with business issues such as:

		Budget constraints.
		The overall impact of the solution on the customer’s “bottom line.”
		The ability of the solution to impact and drive productivity throughout their entire organization.

Because customers are more focused on the financial side of service and its ability to impact their bottom line, many of them are not willing to sit through a lengthy presentation that provides them with substantial information on the deliverables within a service portfolio – but little information on how these services will bring value to their entire organization, and provide them with a significant return on investment.

This is where the Value Selling Approach can help.