Talking about disruption

Industry 4.0 is about disruption. And that's not just a fancy word. The rise of digital platforms, interconnected production facilities, co-creating companies and collaborating brands, will change the world as we know it today. And we mean change. Established businesses will be ruined, and new ones will be created in no time. The power game …

‘Value in Use’ is KPI for Customer Value Management

Account Management is evolving towards 'Customer Value Management' or 'Customer Success Management'. These terms are not just trendy names, though. Customer Value Management, just like it says, is managing the value your solution is offering to the client. This value -- and its evolution over time -- is a prerequisite to keep on doing business …

The results of outcome-based solutions are the client’s responsibility too.

The value of a solution is created over time by both the supplier and the customer. By committing to an outcome-based contract, you take part of your customer's risk, although the outcome does not only depend on your team, but is also determined by your customer. In order to reduce the recurring risk over time, …

Selling solutions is different. As is buying them.

As a sales manager, you know that changing your product sales reps into solutions sales executives is not an evident task. The change is a challenge. Be aware though, also your clients go through an important change. Changing the buyers' processes from 'buying products' into 'buying solutions', often requires new skills, now procedures, new purchasing …

Berlin, Berlin, wir farhen nach Berlin !

Prof. Michael Kleinaltenkamp from the Freie Universität Berlin gave us the hint for the slogan on the registration page. The national German football championship is nowadays played in Berlin. So, when a team wins, their fans go out on the streets and shout "Berlin, Berlin, wir farhen nach Berlin" (in English: "Berlin, Berlin, we are …