How do you overcome barriers and resistance to your value proposition?

• Profile each Economic Buyer – move them from naysayers to neutral at least. Red to amber to green. Incremental improvement. (Your finance sponsor needs to know it won’t go over budget - and don’t embarrass me by asking for more CAPEX/OPEX. Build the bridge between board approval versus the user group need.)

• Who can see productivity gains/competitive advantage, career progression, internal perception being improved?

• Balance short and long-term revenue - feed the corporate revenue monster, awareness of the opportunity on the plan and the status as it evolves.

• Manage your own workload, gain ‘Aircover’, excite your exec.