Selling Beyond The IT Org – And Selling 'Experiences'

MARTORANO: I think we're at a point now to where we're no longer selling to just the IT decision maker; we're selling to the business decision maker as well, and we're at a place in our evolution where I think [that] in order to be successful, we're not selling products; we're not selling licenses, we're selling experiences and we want them to realize how our customers can be successful. And in order to do that, you need the right people who have the capability to sell these solutions and experiences.