> Oracle succeed by being only slightly cheaper than migrating your entire codebase
Amdocs, ESRI, Microsoft too... Their commercial strategy is a finely tuned parasitic equilibrium.
Sales training that emphasizes knowing one's customer is all about that: if the salesperson understand the exit costs better than the customer, he is going to be milked well & truly !
I'm thinking that the sales side may benefit from hiring people with experience in the customer's business to game the technical options in actual study... I guess they do it already - I'm not experienced on the sales side.
Amdocs, ESRI, Microsoft too... Their commercial strategy is a finely tuned parasitic equilibrium.
Sales training that emphasizes knowing one's customer is all about that: if the salesperson understand the exit costs better than the customer, he is going to be milked well & truly !
I'm thinking that the sales side may benefit from hiring people with experience in the customer's business to game the technical options in actual study... I guess they do it already - I'm not experienced on the sales side.