> It's the same thing as people say about fires. When you put out a fire you are a hero. When you prevent the fire in the first place, everybody thinks it's business as usual and nobody understands why you are needed.
I got a dose of very cold water about this thirty years ago when I was building payware that improved developer productivity. I gave a presentation about its ROI, and afterwards, a developer walked up to me and gave me some feedback that none of the business-types had articulated:
Products are either vitamins or painkillers. People buy painkillers, because they're in pain. People postpone vitamins, because nothing is wrong and the benefits are always "later."
I didn't 100% change what I chose to build over the years, but from that time to today, I have worked on always spinning what I sell as an antidote to a customer's pain point, rather than as an investment they make to pay off eventually.
p.s. I don't know where that dev got the "vitamin/painkiller" metaphor, but it's sticky!
I got a dose of very cold water about this thirty years ago when I was building payware that improved developer productivity. I gave a presentation about its ROI, and afterwards, a developer walked up to me and gave me some feedback that none of the business-types had articulated:
Products are either vitamins or painkillers. People buy painkillers, because they're in pain. People postpone vitamins, because nothing is wrong and the benefits are always "later."
I didn't 100% change what I chose to build over the years, but from that time to today, I have worked on always spinning what I sell as an antidote to a customer's pain point, rather than as an investment they make to pay off eventually.
p.s. I don't know where that dev got the "vitamin/painkiller" metaphor, but it's sticky!