It’s pretty hard to sell something to people who haven’t realized they need it. My workshops and Cisco TelePresence are perfect examples. While I’m struggling to find the right approach, infinitely more resourceful Cisco’s marketing created an ideal tool: the Cisco TelePresence Calculator.
After answering a few vague questions (with each answer spanning almost an order of magnitude), the magic oracle gives you a precise ROI period, the amount of carbon dioxide avoided (down to the fifth decimal) and the equivalent number of tree seedlings (accurate to at least 6 digits). No doubt the PHB will be delighted; and since only a lowly life form with a mundane engineering mindset would dare to question the results, the sale is almost guaranteed.