By Lilia Shirman

ISBN-10: 1607730014

ISBN-13: 9781607730019

Customer relevance is on the middle of any profitable profit progress approach. 42 principles for becoming company Revenue is for firms that are looking to topic extra to the company shoppers and markets that characterize the best possibilities for progress. those confirmed, cross-functional projects permit company leaders to spot and comprehend buyers' context for purchases, and end up their businesses' price in ways in which are correct inside that context. Shirman combines years of expertise taking company items to marketplace and interviews with company leaders at Cisco, EMC, Adobe, VMware, Citrix, and others to distill actionable thoughts for B2B proprietors to force sustainable consumer relevance and profit progress.

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Extra info for 42 Rules for Growing Enterprise Revenue. Go-to-Market Strategies that Increase Your Relevance to B2B Customers

Sample text

In truth, even back-of-the-envelope analysis can guide successful segment-based efforts. Rule 10 Know How Well They Know You Revenue per account should be accompanied by other quantitative and qualitative objectives Customers’ experience and depth of relationship with your company are critical factors in determining sales strategy and marketing plans. Greenfield, new, and well-established accounts require different types of education, information, sales processes, and support. Good sales reps adjust their in-account activity based on their customers’ past spending.

If your company is one of these, plan a multifaceted change effort. ” To change focus from widening control to increasing impact, Citrix is increasing employee training and personal development. Citrix is also encouraging employees to make horizontal moves within the company. Working in different organizations gives them a bigger-picture perspective and develops relationships across functional lines. Some companies formalize cross-functional cooperation further. Cisco Systems created councils that spanned business units.

Rule 12 Commit to Long Stays Abroad Growth in foreign markets takes time, patience, and help from the locals Foreign and developing markets provide one of the greatest opportunities for revenue growth. Entire categories of products may not yet be available. In other cases, such as communication, the market may be more advanced and ready for mass adoption of leading-edge products. Though there are ample data available on growth rates, market sizes, and the social, political, and economic stability in the region, desktop research cannot replace an on-location evaluation.

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42 Rules for Growing Enterprise Revenue. Go-to-Market Strategies that Increase Your Relevance to B2B Customers by Lilia Shirman


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