It seems that “X-as-a-Service” has finally become a mainstream request by end-user customers. Whether access control, visitor management or video hosted in the cloud, they are curious and asking for options. Unfortunately, sales of these services have not kept up with the curiosity of the marketplace. There are several reasons for this lag, but one of the main obstacles to selling as-a-Service options has been the conversation between salespeople and potential customers. If you want to be successful growing as-a-Service offerings, then stop selling benefits and start managing change.