EP 126 - Selling value trumps selling features - Stephen Timme, CEO, FinListics
Industrial IoT Spotlight
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Is There a Direct Financial Benefit to Mass Balance?
A lot of our customers are now asking, can you provide us more ESG data? So glad you brought up ESG because it's hard. It's hard to say that if you start offering these products that are more sustainable, that your customers are going to want to buy more. How do you go about thinking through the right approach to communicate? I like to work at backwards and say, okay, look, here'sgoing to be your increased cost. This is not cost savings. Okay, it's going to beincremental revenues for this thing just to break even?"
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