What Will Be Different Selling M1?

1. A scope is a scope is a scope. You will not have to struggle creating the appearance of differentiation from minute competitive differences. M1 is very differentiated.
2. M1 replaces about 55 ScopeCo titles. Get used to saying "yes, it's in there" and moving your conversation to enterprise impact.
3. Your present mindset is that a box sale drags the software. New boxes aren't moving, and they're almost free from the secondary market. What is driving sales now is is immediately reducing expense, increasing team productivity and extending the service life of your customer's multi-vendor scope fleet.
4. ASA is a small company where individual contribution is rewarded without the usual political issues that comprise daily life at big companies.
5. M1 isn't about individual sales. It's priced for volume with lab, site and enterprise licenses. It can be easily demonstrated that these licenses can be funded out of just part of software savings on their current rentals, or from the software savings just one high-end scope per quarter.