Expansion revenue from existing customers (upsell and cross-sell) [...]
TOD – Lack of differentiation drives your prices down. Enabling a core customer outcome gives a foundation for differentiation.
Customers and prospects have changed the way they [...]
TOD – People pay more for experts. If you become an expert at a business outcome, you can charge more.
Few businesses would feel they could not improve [...]
TOD – If you enable a business outcome your customers will always need, you future-proof your company.
The first thing, most people would recognise. There’s [...]
TOD – If you’re going to become known, you need to stand for one thing. People might remember that one thing but nothing more.
For the technology industry, IT Departments no longer [...]
Departmental plans get out of alignment. Each year, [...]