Be honest, when did you last look at how you pitch ERP to prospects? A lot of us are still selling the way we did five or ten years ago, even though the product, the buyer and the market have all changed underneath us.

This session is a step back from daily deal chasing to look at what SMB buyers actually want right now. Not what we assume they want, but what the trends are telling us. Customers today are not just buying software, they are buying AI capability, flexibility, and a partner who will not lock them into something rigid for the next ten years. If your pitch still leads with modules and features, there is a good chance you are answering a question nobody is asking anymore.

We will look at how expectations have shifted with the move to SaaS, why extensibility and openness have become deal breakers rather than nice to haves, and how AI is changing what customers see as table stakes versus what impresses them. We will use examples different industries, not to go deep on any one of them, but to show the common thread running underneath.

This session is for sales leaders, account executives and anyone shaping how their organization talks about value to SMB customers. Come ready to question a few habits, and leave with a clearer, more current picture of what you are actually selling against.

This session is for sales leaders, account executives and anyone shaping how their organization talks about value to SMB customers. Come ready to question a few habits, and leave with a clearer, more current picture of what you are actually selling against.