© 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_5

5. The Digital Installed Base Selling Transformation

The Premier Customer Model
Remi Gicquel and Paul-André Lambert2
(1)
CORENC, France
(2)
Bierges, Belgium
 
To create a greater focus on the customer and seller experience, a shift to digital business models, and the seamless use of digital capabilities, are essential. In this chapter we analyze how best-performing companies, like BYmyCAR, take advantage of the installed base data flowing into their revenue management systems and turn it into business weapon thanks to the digital installed base selling transformation.

The BYmyCAR Revelation ...

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