Solution Validation Calls - How to Minimize Risk

When you're doing solution validation, remember that this is not supposed to be a sales call. Engage your prospects in a lively discussion about their fears of changing their system. Ask them for their previous, painful experiences that they had with switching to new solutions. Think about the kind of guarantees you can give your users and customers with your solution. Can you make it rely able enough to offer some sort of service level agreement? Are you even technically capable of guaranteeing this kind of stuff? Do your customers expect them?