Security News > 2020 > June > Navigating the Rapid Digital Shift: Ticket on the Bus, Not the Whole Bus
The premise being that by solving a critical problem for them at a very high premium, that will cover the costs of developing an actual solution that can be sold broadly-e.g., the sale will fund my company's product development.
Although there may be a few cases where only a custom-tuned solution is required, many large businesses now prefer to buy a close-enough solution off the rack and work with the vendor as an advisor-not an investor.
"Features must be pre-integrated." If the product is a feature, recognize it as a feature and don't position it as a partial solution.
As a feature product, integration with the solutions businesses already use is a prerequisite, and sales representatives should lead with the integration and interoperability first.
Feature products benefit greatly by being enabled from within a solution provider's product or marketplace.