I recognized the contrast between this legacy way of reporting and today’s best practices when I compared this reporting package with the one that I was helping another client prepare using a modern BI tool. Which would you rather review as an investor or board member?
This solution to specific pain points was far more effective than showcasing the features of our wonderful product. In fact, as time went on we started doing less and less demos and de-emphasized the product features, focusing more and more on expected results and customer success.
In the end we had six layers which, when stacked on top of each other, resembled a killer birthday cake.
Adding salespeople to your team must be a delicate and calculated process to ensure you get the most out of them.