Discussions with customers are getting longer and more complex when it comes to IT investments. While in the past you used to speak with the IT Manager, nowadays even the managing director or commercial managers want to join the discussion. The latter tend to be less interested in the technical ins and outs – instead they are keener on economic and financial details which might be difficult for you to answer as an IT system provider. This is because IT accounts for an ever greater share of the operating costs in most companies, while firms themselves are under increasing cost pressure. That means investments are more and more often a case for senior management.