Log In | Become a Member | Contact Us

Market Intelligence for Printing and Publishing

Connect on Twitter | Facebook | LinkedIn

Featured:     M&A Trends     Production Inkjet     Installations and Placements Tracker

Features vs. Benefits of Print Software

Published on July 31, 2014

Jennifer Matt talks about the importance of selling software solutions in the form of benefits to the customer instead of the features of the product.

         Email Icon Email    Reprint Icon Embed/Reprint



By Joe Fazzi on Jul 31, 2014

Jennifer, I could not agree with you more. too many people focus on the features and don't know how to "sell" the benefits of the software solution. What problems does the software solve? productivity, quality, cycle time reduction, waste reduction, error checking etc. 11% gain in retention is significant. Thanks for posting this video, I've already shared it with my colleagues.


By Jennifer Matt on Jul 31, 2014

Joe - thanks for listening. I think there is only one thing you have to learn in sales, are you in it for you (e.g. talking about you and your products, talking instead of listening, thinking about your commission check, you, you, you)


Are you in it for the customer? Listening instead of talking. When you do talk virtually everything you say is about the customer, how you can provide benefits to the customer, what you can solve for them.

If you're all about the customer - you will sell. If you are all about you - you will struggle.



By Ellen Hurwitch on Aug 01, 2014

Very good point, Jennifer, and I totally agree.
How do you find the statistics that help sell the benefits, i.e. 11% drop off in B2B if the end user has to log in?
I'l be sharing your video with my co-workers. I'm sure they'll find it very informative!


By Jennifer Matt on Aug 28, 2014


I do a lot research on the following sites:




Post a Comment

To post a comment Log In or Become a Member, doing so is simple and free



Recent Videos


Video preview: Frank Celebrates a Quarter-Century of Digital Color Printing

Frank Celebrates a Quarter-Century of Digital Color Printing

Published: December 14, 2018

2018 marks the 25th anniversary of the introduction of digital color printing by Indigo and Xeikon. The atmosphere at IPEX in Birmingham, England, that week in September, 1993, was electric. This week, Frank looks at Xeikon, and will cover Indigo in a subsequent video.


Video preview: Nazdar Partners with EFI to Roll Out a New Entry-Level Roll-to-Roll Wide-Format Printer

Nazdar Partners with EFI to Roll Out a New Entry-Level Roll-to-Roll Wide-Format Printer

Published: December 13, 2018

Glenn Shull, Printing Equipment Product Manager for Nazdar, talks about Nazdar's partnership with EFI and the unveiling of the EFI Pro 32r entry-level roll-to-roll wide-format printer.


Video preview: Gerber Acquires MCT Digital

Gerber Acquires MCT Digital

Published: December 12, 2018

Scott Schinlever, President and COO of Automation Solutions for Gerber Technology, announces the acquisition of MCT Digital, a company the specializes in automated cutter technology.


Video preview: PrintIQ Offers MIS Solutions

PrintIQ Offers MIS Solutions

Published: December 11, 2018

Matt Miloszewski, Sales Manager for PrintIQ, discusses end-to-end MIS solutions for the printing and graphic arts industry—from commercial to screen to packaging.


Video preview: Canon Introduces the Prisma Family

Canon Introduces the Prisma Family

Published: December 10, 2018

Bob Barbera, Senior Marketing Manager for Canon USA, unveils the Prisma family of workflow and print controller solutions for digital printing.


Video preview: Frank Visits Lead Graffiti, a Cutting-Edge Letterpress Shop

Frank Visits Lead Graffiti, a Cutting-Edge Letterpress Shop

Published: December 7, 2018

Frank visited Lead Graffiti in Newark, Del., and met with Jill Cypher and Ray Nichols who run a letterpress printing/publishing company. Their books and posters are works of art and they teach others how to print with wood and metal.


View More Videos


Become a Member

Join the thousands of printing executives who are already part of the WhatTheyThink Community.

Copyright © 2018 WhatTheyThink. All Rights Reserved