No One Wants a Hole: Prioritize Business Cases Above Benefits & Features

🎯 "No one wants a hole" - This simple phrase transformed how I approach business solutions.

You've probably heard it before - customers don't want a drill, they want a hole. As business leaders, we often use this to justify focusing on benefits over features. But here's what many miss:

Even the hole isn't the real destination.

When a customer "wants a hole," they might actually need to:

• Mount critical equipment

• Install security systems

• Create ventilation

• Run essential cables

The hole is just another stepping stone. The true value lies in understanding the business case that drives the need for that hole.

As a Fractional CTO, I've seen countless software implementations fail because they delivered perfect "holes" that didn't serve the actual business case. The most powerful question isn't "What do they want?" or even "Why do they want it?" but rather "What business outcome are they trying to achieve?"

Are you selling drills, holes, or real business transformation?

#BusinessStrategy #Leadership #Innovation #Technology #BusinessValue