A few years back I had attended a sales related seminar. One of their key points was that your customer must have a pain that you should be able to address in trying to sell something to him.
Over time I have come to question this notion. Why would someone buy an iPhone? Certainly not because the person was in pain. The person may not even need it. She may simply want it! I think the same could apply to professional tools also to some extent. We have started seeing two types of buyers for PoP Project. One who needs a PM tool (either because of a real requirement or due to a mandate), and one who might do without it but could see it, fall in love with it, subscribe to it, and proceed to use it to real benefit.
It’s like, “I need a phone, and I‘ll go for the iPhone because it is cool!” (Which, as many who know iPhone owners can attest to, leads to "I can't believe I functioned without my iPhone!") My hope is, someone will say, “I need a PM tool, and I’ll go for PoP Project because it is cool!” Because it is.
