Commoditization and over-competition is rife across today’s tech industry. If you are a technology business, it’s important that you can demonstrate more value and in turn, become more relevant to your customer. The good news is - this is achievable, but it requires proactive management of your customers’ IT investment strategy. Discover how to protect existing revenue and expand customer lifetime value through proactive management of your entire installed base, in this vlog.
Nick Verykios interviews Remi Gicquel, Director of Sales and Strategy at HPE and co-author of the book "Using Installed Base Selling to Maximize Revenue", along with iasset.com CEO, Scott Frew. Together, they delve deep into the concept of installed base selling, marrying the theory with practice which any IT vendor, distributor and reseller could easily apply within their business to achieve long-term, profitable growth.