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Describe your business challenges: be specific, be precise. Then let go of any attachment to the “how this business challenge gets solved by print software.” You want your business challenges solved. One of the fastest ways to solve them is to describe them accurately and then to be open to all the possible solutions.
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About Jennifer Matt
Jennifer Matt is the managing editor of WhatTheyThink’s Print Software section as well as President of Web2Print Experts, Inc. a technology-independent print software consulting firm helping printers with web-to-print and print MIS solutions.
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Discussion
By Cliff Hollingsworth on Jan 29, 2020
This article FINALLY addresses one of the major questions, if not THE major question, that has plagued the actual progress of PSP's trying to move effectively into the solution selling space.
Thank you!!
By Martin Bailey on Jan 29, 2020
Speaking as a software product manager ... thank you! Understanding the real problem very often leads to a much better solution than leaping to a 'fix' without knowing what you're really changing.
By Martin Bailey on Jan 29, 2020
Speaking as a software product manager ... thank you! Understanding the real problem very often leads to a much better solution than leaping to a 'fix' without knowing what you're really changing.
By Cory Sawatzki on Jan 29, 2020
Great article Jennifer. Maybe the service desk software should add a field simply called "Business Challenge" that only shows up if "Bug" is not checked.
By Jennifer Matt on Jan 29, 2020
I thought I would get some response to this article from product managers - these are the people who control the roadmaps of software solutions. They are constantly juggling what to spend the precious development time on. They can't speak to every customer so they have to rely on sales, support, professional services to bring back well defined challenges to solve.
We all want better software. Its a team effort. Tell me your business challenges and I'll help you solve them based on my deep knowledge of the software and the my access to all the developers working on it.
By Chris Lynn on Jan 29, 2020
Dead right Jennifer. Shortly before he died, Dr Eli Goldratt (of Theory of Constraints fame) gave a talk that I attended on using technology to overcome business constraints. His key point was that, when new technologies are introduced to overcome a constraint, it is ridiculous to continue to try to operate in the same way as you did before introducing the technology - you MUST change your processes in a way that allows you to exploit the new capability.