> a customer's VP of Engineering has ten direct reports and feels very overworked. If a product saves each engineer 1 hour every month but creates 2 hours of work for the VP, that will be a hard sell if the VP is the buyer.
This is true not only because the vp of engineering is the one to decide. This is about saturation, he/she can't work another 2 hours, because there is no time.
From the time I studied tournament poker I learned your last dollar is way more valuable than your millionth. There's a similar saturation there. Bill Gates doesn't notice a $1000 added, but some factory worker in India probably will.
From CarTalk years ago: "The difference between two headlights and one headlight is a lot less than the difference between one headlight and no headlights."
This is true not only because the vp of engineering is the one to decide. This is about saturation, he/she can't work another 2 hours, because there is no time.
From the time I studied tournament poker I learned your last dollar is way more valuable than your millionth. There's a similar saturation there. Bill Gates doesn't notice a $1000 added, but some factory worker in India probably will.