93 letting customers explore new features such as AI safely. Today’s virtual labs are suited to this tailored customer journey because they have the flexibility and scale needed. They go beyond simulations and offer real-time practice with feedback and challenge-based scenarios that strengthen skills. Furthermore, different labs can be developed for different use cases. Because they reflect real-world software, new features are reflected instantly, keeping customers up to date. It would be amiss to not mention how AI changes the need for labs and the way that MSPs can build and deploy them. Customers need controlled environments to safely test AI features without risking data or incurring unexpected costs. Labs provide that space. AI also makes it easier to build and scale labs. AI can generate code, instructions, real-time content and translations, reducing manual setup and maintenance. So, what’s next? Well, software selling is only going to get more confusing as AI causes features to proliferate and buying teams to resort to increasingly complex and lengthy procurement processes. The old tactics of sales and enablement aren’t standing up to the pressure and fear that software customers feel today. Giving them the freedom to explore, learn and experiment in a lab will be the only way to instil confidence and the motivation to bring a new software solution onboard. It’s a fresh approach that will help you stand out as a trusted partner, de-risk the customer experience along the sales cycle and protect your margins. That’s what we call a win-win. Danny Abdo is chief operating officer at Skillable Photo: iStock/monkeybusinessimages
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