Startups who sell to large enterprises often find "selling" a challenge.
I recently observed a classic example.
A startup went from near failure to solid turnaround in less than 12 months by identifying and addressing five key sales issues. This...
This is a case study of how one company aligned with their customer to improve the effectiveness of their services while reducing cost of service and achieving improved customer satisfaction and value.
Company: The service provider and customers re...
Best Practices at Leveraging Relationship Value
By John Smibert (www.custell.com)
I am often asked about 'best practices' relative to leveraging relationship value. At a recent executive meeting I witnessed the outcome of the application of relati...
CUSTOMER SALVAGE AND GROWTH CASE STUDY
Supplier: Global ITC Services provider.
Their Customer: UK based multi-national gas producer and retailer.
Type of Business: ...
RELATIONHIP VALUE MANAGEMENT IN THE SERVICES INDUSTRY
Company: Fujitsu Australia Limited
Type of Business: IT Managed Services.
Timeframe: 2001 to present
Issue: "One o...