The Commodity Vortex – The Selling Dilemma

  Solution organisations have invested billions of dollars implementing various customer and partner relationship management tools and applications to increase margins and drive topline revenues. There is no doubt that such systems deliver significant operational...

Selling Through a Sales Channel Ecosystem

Too many organisations still haven’t figured out how to avoid price erosion and commoditisation when selling directly, let alone when selling through a sales channel ecosystem. Any sales and marketing approaches are fundamentally decided by the level of complexity in...