About us

In sales, almost everything is about what was built.
The decision is about what it delivers.

We have spent many years in B2B sales, across very different industries. And we keep seeing the same thing: hours are spent discussing features, and hardly any time on the economic value.

What gets discussed

Features
Technical specifications
Interfaces
Roadmap
References

What gets decided

What does the current situation cost?
What does the solution deliver per year?
When has it paid for itself?
What if it only works half as well?

Where this comes from

The economic question is rarely asked.

Technology can be demonstrated. Value has to be calculated, and that takes the customer’s own numbers. This is exactly where most sales processes break down: the proposal describes what the solution can do. What it is worth in the customer’s operation stays an assertion — and therefore something to negotiate away.

Marco Link spent years in business consulting at Software AG. The job there was solely to determine that economic value: for large customers, with figures from their own processes, solid enough to carry an investment decision.

This knowledge sits with a handful of large firms. We make it available to small and mid-sized providers — so their sales teams can take the next step.

Core team