May 2012
Intermediate to advanced
234 pages
6h 12m
English
book
The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
by Jim Holden, Ryan Kubacki
Content preview from The New Power Base Selling: Master The Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
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Introducing a New Partner to Broaden the Solution
How do you enhance your solution and move up the Sales Value Chain when you have exhausted what your company has to offer? One answer is to partner with another company; together, you can strengthen or broaden your solution. This is usually a possibility when you can work with niche players who complement your solution. However, you will have to take responsibility for the complete solution in order to make this work.
Operationally, the process is one of entering into an agreement in principle with the partner, usually in the form of a memorandum of understanding (MOU). You’ll then have to determine the probable nature of this relationship; will they be subordinate, an equal partner, or should you form a joint venture? Whatever the arrangement, the key is to buy time, move up on the Sales Value Chain, and align with the Power Base in order to change the ground rules.
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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.
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