ABSTRACT
Alan Trefl er, CEO and founder of Pegasystems, articulated to me one day over coffee the problem with today’s technology landscape and the way buyers interact with it. He sums it up as a software problem. He calls this the “run out of runway problem.” Buyers can be seduced by beautiful demos and artfully created marketing content, but, according to Trefl er, many of these solutions are illusions. He suggests that companies look at the architecture from a business perspective and ask a few important questions:
1. Will this technology let me accommodate the differences in my business if we sell a variety of products and services to different types of customers, such as B2C and B2B?
