Many years back, I ever worked for a large IT Multi-national corporations (MNC), in enterprise sales division. One of the sales buzzwords I learned was that “Always tell your customers we are solution selling company.” The giant computer company was trying to change the way the world’s thinking about a computer hardware manufacturer. The objective was to establish a new image by “brain-wash” each individual sales person from “box selling” mentality. The underlying philosophy of solutioning is to understand the customer’s IT requirements into workflow processes and information needs. Next will be the features and functionalities of application software for discussing with and demonstrating to prospective clients. Hardware is viewed as a data processing tools to generate the required results. A total solution concept requires not only the sales person with in-depth understanding of own product and perhaps, possessing wide knowledge of third-party product. In most circumstances, no single vendor products can fulfill all the client’s needs. Very often, one of evaluation criteria for a time and attendance systems is to integrate with existing  payroll  systems. How well the time and attendance system can generate and feed the required attendance data into popular payroll systems, it becomes an important selling point as well as a discussion area during the product demo session.