Selling Outputs Not Inputs

By Tibor Shanto
I was talking with a rep from an IT reseller last week, who was facing what she felt was an insurmountable challenge. She was facing a renewal for a product with one of her clients where the product being resold had gone up in price by some 300%. I’m not talking about Martin Shkreli type increases; to be fair to the manufacturer the product was solid, clients loved, but being innovators, they just hadn’t got around to reviewing the pricing since its release years ago.
She was frustrated because she was expecting the renewal the be a routine, now she has to work, and it may cause the client to look at other things they were buying from her. Adding insult to injury, she felt the manufacturer was not helpful, even though they were willing to let existing customer ramp to the new price over three years rather than an