Twenty years ago Tom Pisello was a product line manager in a position similar to yours, with many of the same challenges – he was responsible for launching a new solution and making it a success.

The product was a new data storage management suite that required a re-tooled and re-trained sales team to transcend from traditional product feature/price focused technical selling to a more challenging conversation articulating the business value of information lifecycle management to executives … easier said than done!

To meet this challenge Tom developed one of the first ROI/TCO tools for IT, designed to diagnose and quantify potential sales opportunities and financially justify the new solution with a professional business case. Feedback from customers was immediate and highly positive.