We want to unpack how clients to assess the value they should get from their Software Providers. The days of software companies demoing a laundry list of “features and functions” creates a situation where the client has to figure out the value for themselves. This needs to change. There is so much innovation in the market today that is based in great engineering, including new uses of AI/ML and Gen AI that it becomes overwhelming for clients to sort through.
A new approach is needed – hence the concept you should eXpectMore from your software provider. It begins with a simple premise that software companies need to understand the design challenges of their clients first and foremost and you need to set expectations from them that you are seeking that level of engagement. From that design challenge, then and only then can you express the value any software solution provides by contextually representing how your software does and more importantly does not (perhaps yet) address that design challenge.