Published: 08 April 2019
Built over three decades, large middle-aged ERP providers enjoy sizable revenue, brand equity and market share, but this is not a guarantee for future success. Technology general managers need to raise their appeal to avoid selling solely to a dwindling installed base.
Included in Full Research
- Build Emotional and Positive Connections by Focusing on Customer Outcomes
- Improve Customer Advocacy by Fixing Underlying Product Issues
- Innovate Pragmatically by Asking “Why Should the Customer Care?”
- Improve Customer/Vendor Relationships by Making Customer Referenceability the Heart of Sales and Support Strategies