If extensions to your business modeling activities depend on convincing upper management of the utility of business decision support software, then a few ‘selling’ tips may help. It’s rather like being a good car salesperson. To sell a car and have a happy customer, you often need to appeal to some basic instincts – and understand that not everyone wants to know about torque curves or limited-slip differentials. Rather than Latin Hypercubes, a safer bet may well be topics like increased productivity and profitability. But even that comes after the first and most important move: getting your colleagues to let go of the status quo.
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After you’ve won the old brain over, have a good story to tell (or even a few) about how bad turned to good for others in a similar situation. Indeed, there’s no secret to why companies use good solution case studies as part of their marketing collateral, because everyone likes a quick, heartwarming story before getting onboard and giving you what you want.
Making management enthusiastic about decision support software
Sean Salleh
Sean Salleh, a data scientist is experienced in guiding marketing strategy, forecasting models, scenario planning models, and algorithms. He has a master's degree in Operations Research from UC Irvine and Mathematics from Northeastern University.
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