Page 10 - HSCR Slides - delegate version_Neat
P. 10
Changes?
• Our Mindset – Product, Service & solution to Business Value
• Size of Initial Deal – start small and grow – “consumption”
• Insertion Strategy – TDM and BDM
• Timing
• Buyer tactics – Trial/POC
• Customer Satisfaction – “cloud services” = service industry
• Customer Loyalty
• Commission Plan
• Sales Style
