November 2022
Intermediate to advanced
304 pages
8h 20m
English
Content preview from Account-Based Growth
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About this book
Half of the profitable revenue for many B2B companies comes from just three per cent of their customers. This book explores this phenomenon in more detail and how companies are choosing to respond, particularly with their top customers, but also how they manage the 97 per cent of customers that make up the other half of the revenues. Some companies, as you will read later, have arrived at this imbalance by design and others almost by accident. But whichever it is, although ‘the customer is king’, to quote an old adage, clearly not all customers are equal.
Over the last 20 years the idea that a company should focus on its most important customers, treat them as a market in their own right and allocate marketing resources to build ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.