The best software sales pitches always start with an understanding/restatement of the prospect’s business problems. That’s right, you get AI tech while keeping all of your old data, old processes, old business methods, old controls/policies, and, more. When they assume that AI will somehow intuitively solve undefined and undocumented business problems, the vendor’s sales & marketing effort immediately fails. Great vendors talk about a long-term, positive experience the customer will have with their products and firm. Point this article to any software vendor who doesn’t seem to understand how to sell software today.