Partner Solution Consultant — Assessment

Claim their current tool is worthless Respect what it does well and focus on where operations outgrow it Avoid mentioning their tool Only talk about price

Demo every feature Find the highest-risk workflow to prove first Sign the contract immediately Collect business cards

Big-bang, everything at once Phased — prove one workflow, then expand Never go live Customer-led with no guidance

A risky leap A workflow: audit, import, configure, pilot in parallel, cut over Something only engineers understand Impossible without downtime

It does not It builds trust and supports longer deals It lowers the price It avoids discovery