Monthly ArchivesJune 2018

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Optimize your Go-To-Market through Solutions By Andy Lauta Too often enterprise Cloud, SaaS and PaaS vendors take an “inside-out” approach to their go-to-market strategy. By “inside-out” I mean the focus tends to be on their own offerings and the associated features and benefits – which become the focal point of their value proposition, messaging and go-to-market strategy. The problem with an “inside-out” approach is customers don’t think that way at all. Customers think about business challenges and look for ways to get things done faster, reduce costs, and create competitive advantage. To a customer, technology is simply a tool that helps them achieve desired business outcomes. So, when vendors take an “inside-out” approach, they are, by default, leaving it up ...

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