Lead Fuze
JANUARY 1, 2022
The enterprise OEM software market is a large and lucrative segment of the software industry. This article is intended for those who want to learn more about how companies can negotiate with their technology providers. The licensee, who pays for the technology up front, will be looking to negotiate a volume discount on shipping.
Sales Hacker
JUNE 14, 2021
ABM Example 2: How an e-commerce firm used ABM to drive a buying consensus with a “stuck” manufacturer. Driving this, most tech implementation consultants functioned like the manufacturers’ line workers: reacting, not proactively strategizing.
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Hubspot
AUGUST 21, 2023
To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.
Lead Fuze
NOVEMBER 30, 2021
ABM Example 2: How an e-commerce firm used ABM to drive a buying consensus with a “stuck†manufacturer. They also tried negotiating on how many resources were needed, which is a mistake. The client was not involved in the go-to-market plan for new products or lines.
Cience
NOVEMBER 6, 2019
The most important thing about any go-to-market approach is the buyer and the buying process. It’s the seller’s responsibility to adapt its approach to the market ; it’s not the market’s responsibility to adapt to any company. What are the key requirements in developing an effective multi-channel go-to-market effort?
SalesLoft
JUNE 20, 2019
What can Toyota Lean Manufacturing teach us about sales performance? So it wasn’t even like I could negotiate on contract, my price is my price. At first, I was trying to do what every other sales rep at Xerox was doing, which was just go flip copiers. Why should you approach hiring as a pipeline activity?
Heinz Marketing
AUGUST 20, 2018
We talk a little bit about different go-to-market approaches when you get outside of the eco-chamber that many of us work within in SaaS companies and technology companies and selling to different markets. He shares insights applicable in any industry and also touches on building culture within marketing.
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