According to the report, the relatively poor penetration of robotics into finance is due to the approach taken to selling the technology, both by external vendors and internally to budget holders. Deborah Kops, co-author of the report and managing principal of Sourcing Change, says, the mistake companies make is pricing the software as a lower cost alternative to employees. "When you build a value proposition for robotics in finance, you have to remember that this is not a product sale. You are selling a whole new way of working," says Kops.
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