Using Installed Base Selling to Maximize Revenue: A Step-by-Step Approach to Achieving Long-Term Profitable Growth

Appendix A: Definitions and Concepts

In this section we intend to clarify a number of important concepts as well as giving you clear definitions. Installed base selling touches many functions of the company and requires a breath of knowledge and expertise that spans from data management to sales processes and planning. You will find those definitions and concepts insightful and helpful, on purpose, and always very pragmatic.

Installed base

Installed base is the information that connects your customers and the assets (products or services) you sold to them. To be relevant, this information needs to contain key attributes qualifying the customers, the go to market (GTM) and the assets. This information needs to be accurate and complete.

Customers ...