Context: The value of hosted and managed services is being sold incorrectly, and in this session I’ll share with you the specific types of value that various departments care about … and where most conversations break down about this topic.

What I Like About This Session: Every time I walk someone through the scenario that fails, they say “yes, that’s what happens”. This Friday will be the first time I’ve done this in front of more than one person, so I’m looking forward to it.