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Extend Customer Lifetime Value with Automated Expand Selling

Building a strong and sustainable pipeline of new business opportunities has been the cornerstone to business success. While the imperative to achieve this through
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Scott Frew
Scott Frew
Product Life Cycle

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Sep 13, 2018

The 5-Step Process to Data Cleansing & Automation

Most vendors have data coming in from many sources across the channel, some of which still use manual forms and spreadsheets that create long reporting lags, contain Read More
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Cloud

Aug 8, 2018

Overcoming the Microsoft CSP Billing Burden

Have you ever wondered how “tall” your customers’ consumption data would be if you were to print it out? Here’s a point of comparison for you: a VAR with just four Read More
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Cloud

Jul 11, 2018

Gearing Up for Changes to Microsoft CSP Direct

In May, Microsoft announced changes that it will be making to its Cloud Solution Provider (CSP) program, which will impact Direct partners. Let’s take a look at Read More
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Cloud

Nov 22, 2016

Time to Make the Cloud Rain

The Cloud—and its promise of technology as a living subscription fed service vs. hardware and software as capital investment—has been hovering overhead since last Read More
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Cloud

Sep 28, 2016

How Will You Forecast Your Revenue?

Cloud revenue is more predictable and consistent over time than one-off product sales. But at the same time, forecasting cloud-based subscription revenue can be Read More
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Cloud

Sep 26, 2016

Cloud XaaS Selling Strategies: Incentives, Renewal Programs, and the Channel

Strategies for selling cloud-based services are significantly different than traditional sales models with one-time incentives based on the price of the product Read More
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Cloud

Sep 25, 2016

6 Ways Your Customers' Expectations Will Change When You Transition to the Cloud

When your business transitions from a perpetual or on-premises product or service offering to a cloud-based one, more than just your business structure will change. Read More
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Cloud

Sep 22, 2016

Moving to the Cloud: The Complexities of Managing XaaS Customer Data

Once your business has made the decision to transition your product or service into a cloud-based offering (or a combination of cloud and perpetual offerings), one Read More
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Cloud

Aug 25, 2016

Can Your Systems Handle 12x Data Necessary for Subscription Consumption Model

We're all drowning in data. While it can be invaluable when used effectively, helping you better serve your customers and develop better products and services, if Read More
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Cloud

Aug 23, 2016

5 Ways Implementing a Subscription Model Can Help Foster Customer Success

When one of your customers receives a monthly bill for your subscription or consumption offering, it's a regular reminder to consider whether or not they are getting Read More
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Cloud

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