Using Installed Base Selling To Maximize Revenue
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Using Installed Base Selling to Maximize Revenue
There is no such thing as an easy sale. However, selling to an existing customer—whether by refreshing an old product or introducing a new and different product—is often easier, faster, and returns higher margins. Centering your organization’s sales strategy on your installed base is a smart and proven way to achieve long-lasting, profitable growth. Using Installed Base Selling to Maximize Revenue reveals a step-by-step, integrated approach you can begin using today. Authors Remi Gicquel and Paul-André Lambert show how you can apply this robust and reliable end-to-end solution by illustrating concepts though real-world case studies from Spotify, Hewlett Packard Enterprise, Nestlé, and more. Full of wisdom fit for the digital era, this book presents the results of the authors’ experience and research into current installed base selling processes, identifying, from an objective point of view, what works and what does not. This book explains fundamental concepts such as the profitable growth paradox, the installed base profit wedge, operational methodologies for managing your installed base selling transformation, and much more. Innovative companies protect and nurture their most valuable asset—their customers and the data that defines them. They put installed base selling at the heart of their sales strategy. Now, it’s your turn! What You Will Learn How to maximize the return from installed base customers Fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams Keys to changing patterns to become a company that can enjoy higher profitable revenues for years Who This Book Is For General Managers, Sales and Marketing Leaders who are eager to transform their business to secure long-lasting profits, and for leaders looking for a pragmatic approach to transform their sales force to harvest the potential of their existing customers.
Open Sources 2.0
Author: Chris DiBona
language: en
Publisher: "O'Reilly Media, Inc."
Release Date: 2005-10-21
Open Sources 2.0 is a collection of insightful and thought-provoking essays from today's technology leaders that continues painting the evolutionary picture that developed in the 1999 book Open Sources: Voices from the Revolution . These essays explore open source's impact on the software industry and reveal how open source concepts are infiltrating other areas of commerce and society. The essays appeal to a broad audience: the software developer will find thoughtful reflections on practices and methodology from leading open source developers like Jeremy Allison and Ben Laurie, while the business executive will find analyses of business strategies from the likes of Sleepycat co-founder and CEO Michael Olson and Open Source Business Conference founder Matt Asay. From China, Europe, India, and Brazil we get essays that describe the developing world's efforts to join the technology forefront and use open source to take control of its high tech destiny. For anyone with a strong interest in technology trends, these essays are a must-read. The enduring significance of open source goes well beyond high technology, however. At the heart of the new paradigm is network-enabled distributed collaboration: the growing impact of this model on all forms of online collaboration is fundamentally challenging our modern notion of community. What does the future hold? Veteran open source commentators Tim O'Reilly and Doc Searls offer their perspectives, as do leading open source scholars Steven Weber and Sonali Shah. Andrew Hessel traces the migration of open source ideas from computer technology to biotechnology, and Wikipedia co-founder Larry Sanger and Slashdot co-founder Jeff Bates provide frontline views of functioning, flourishing online collaborative communities. The power of collaboration, enabled by the internet and open source software, is changing the world in ways we can only begin to imagine.Open Sources 2.0 further develops the evolutionary picture that emerged in the original Open Sources and expounds on the transformative open source philosophy. "This is a wonderful collection of thoughts and examples bygreat minds from the free software movement, and is a must have foranyone who follows free software development and project histories." --Robin Monks, Free Software Magazine The list of contributors include Alolita Sharma Andrew Hessel Ben Laurie Boon-Lock Yeo Bruno Souza Chris DiBona Danese Cooper Doc Searls Eugene Kim Gregorio Robles Ian Murdock Jeff Bates Jeremy Allison Jesus M. Gonzalez-Barahona Kim Polese Larry Sanger Louisa Liu Mark Stone Mark Stone Matthew N. Asay Michael Olson Mitchell Baker Pamela Jones Robert Adkins Russ Nelson Sonali K. Shah Stephen R. Walli Steven Weber Sunil Saxena Tim O'Reilly Wendy Seltzer
Strategic Management: Competitiveness and Globalisation
With an emphasis on global advantage, the text offers a comprehensive examination of regional and international issues to provide a complete, accurate and up-to-date explanation of the strategic management process. New coverage on environmental concerns and emerging technologies as well as examples and cases from Australia, New Zealand and Asia-Pacific serve to engage students while updated international content demonstrates how strategic management is used in the global economy. The text takes a 'resource-based' approach, which requires the examining of a firm's unique bundling of its internal resources. This text is appropriate for upper-level undergrad, usually third year; post grad in Masters courses.