I had a conversation with a colleague this morning about the tension between two sales approaches:

1. Focusing on business value derived from implementation certain technology
2. Focusing on technical capabilities (AKA speeds and feeds) of certain technology

Our unified position was that the the second position only really made sense if aligned with the first.  Technology by itself is certainly interesting, but in real world markets, it is becoming increasingly difficult to justify purchase of any technology unless it is very clear how that technology can deliver business value.

Therefore I spend most of my time focused on the business value of various Identity and Security technologies, rather than the technical details of how they are implemented.  Unless we can really make a positive impact on the business whom buy our products and services, our market is not sustainable.