Presales folks often get questions during demos from audience
members who want to know, “Can your software do X?” The easiest answer is, “Yes it can” (when it
actually does, of course – no lying…!).
But what about when that capability is not in the current
release?
Here is a framework set of five answers that can help you “bin”
your responses to these types of questions:
1. It’s available today: It is in the current production release.
2. It’s coming soon:
It is scheduled for the next release.
3. It’s planned:
It is on the product roadmap – let us know the level of
importance/urgency from your perspective.
4. It’s possible:
It is in the architecture (it is possible, but not on the current
roadmap – let us know the level of importance/urgency) OR it can be
implemented via consulting/professional services (typically for an additional
fee).
5. Nope: Not in
the architecture and not contemplated – not currently possible.
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