Hi Dan
The key thing I've learned is to understand the audience and their knowledge level. If they are non-tech, I spend more time on exploring use cases. Take the current process and show how it can be transformed with Blockchain. This can make it real. For many of my customers they see this as a huge threat and opportunity at the same time so I'm spending less time now on the value prop than I was a year ago. Most of my customers want to understand now how they can start on the journey.
