Seth Goblin: "You need to increase your value"

Sometimes someone says something in such a succinct way that it resonates.

Today it’s Seth Goblin:

Your sales force and your customers may scream that you need to lower your price.

It’s not true.

You need to increase your value. If people don’t want to pay, it’s because you’re not delivering enough value for the money you’re charging.

You’re not selling a commodity unless you want to.

IT service delivery has become a commodity sell; so much so that the only focus is cost reduction.

The huge opportunity is this – no end-user really wants to buy their IT as a commodity, it’s only their organisation that wants to buy it that way. End-users want loads more value than the value they are getting today. They need to innovate, and we need to help them to do it. we either help them, or they do it without us.