Business continuity and resilience
Are you struggling to identify your product-as-a-service sales champion? What should you take into account to find one?
A sales champion is your internal subject matter expert who knows your solution inside out.
The first step to identify your sales champion is to assess their power and level of influence within the organisation. Product-As-A-Service involves cross department teamwork, so your champion needs an excellent internal network.
The capacity to interact with C level stakeholders, including CFOs, is also essential. The main decision makers for Product-As-A-Service typically include finance and IT departments.
Look at their attitude to change and willingness to learn. Selling Product-As-A-Service models requires a ‘service provider’ mindset.
What do you think? What other criteria would you take into account? Comment below.
