The Wrong Type of Discussion

Ulf Persson, Director, Product and Solutions Marketing, Axway

“If the enterprise or the potential customer has some type of RFI (Request for Information) or Request for Proposal process, then they’d typically know what they’re looking for, because they have put this document together…Many times you talk to someone…who’s responsible for a certain line of business. He or she will just be focused on their problem, instead of stepping back and maybe looking upon this from a bigger picture.”

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