Paul knows not only who an end user would be, but can communicate succinctly and clearly the process AND value of the service he provides. Why is that important? Because there are so many things that come under the umbrella or “sales” or “marketing” or even “digital signage” (hell, Felix the Cat and Pepsodent on the Flatiron Building in 1942 was digital signage) that the person within a corporate structure can easily go astray and think that this may well beyond their understanding. Once that feeling is reached, the listener gives up.

I predict that we have in Paul Flanigan the current and future generation of the field and anyone who cannot understand the principles should be working under Paul. In fact, Paul, perhaps a book is in order. But skip Oprah and go for Ellen.