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The Winning Combination: Aligning Your Services Strategy With Your Strategic Account Management Strategy
Author: Michael Byrnes, The INSIGHT Group; Gus Maikish, The Insight Group
Presentation Handout | April 25, 2010
As many product-based firms re-engineer their business models, they now find it necessary to redesign their customer coverage models. This session offers a case study implementing a services strategy and a new customer coverage model. You will learn: * Customers' changing view of value: services and business solutions vs. stand-alone products * Services business models vs. product firm implementation focus * Coverage strategies and implementation options * Lessons learned: what works, what doesn't * A transition to a best-practices model
Available to SAMA members only
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