© Remi Gicquel, Paul-André Lambert  2020
Remi Gicquel and Paul-André LambertUsing Installed Base Selling to Maximize Revenuehttps://doi.org/10.1007/978-1-4842-5146-1_4

4. Why Installed Base Selling Matters

The benefits
Remi Gicquel and Paul-André Lambert2
(1)
CORENC, France
(2)
Bierges, Belgium
 
The return on installed base selling is tremendous. Looking at the BMW introduction in the North American market in the mid-1970s, this chapter explains the power of the installed base profit wedge. We also discuss why it is so important to center the sales strategy and execution on installed base selling and how the timeless benefits of installed base selling support the three core principles of profitable growth strategy.

BMW’s Installed Base Profit Wedge

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