The Advantages of Being the Incumbent Vendor – And Its Impact on Managing Competition, Renewals and Expansion Sales

The Advantages of Being the Incumbent Vendor – And Its Impact on Managing Competition, Renewals and Expansion Sales

The Advantages of Being the Incumbent Vendor – And Its Impact on Managing Competition, Renewals and Expansion Sales “Get their data, and their hearts and minds will follow” – Michael Cusumano, The Business of Software Let’s explore some of the advantages enjoyed...
Why DID They Buy?  –  Fabulous Fuel for Sales, Presales and Customer Success

Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer Success

Here’s a novel idea:  Go visit your new customers a few months after they purchased your software and well after they have deployed it into production use.  Ask them, “How are you using our software?  What use cases have you implemented?  What value are you...
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