Page 23 - BOSC-P (2019) - Business Outcome Selling - 2 days
P. 23
Example: Territory Segmentation
Outcome-based Direct with Partners
Top 10%
Enterprise Lite –
Direct Touch
Next 20% Outcome-based Partner Support
Target with Partners
By Size, White Space or Vertical
Outcome-based Campaigns
Next 70%
Marketing / Campaign
Driven
Finance Automotive Transport Technology Retail Hospitality Entertainment
