Date: June 09, 2015
Author: Thomas Lah
This paper introduces a new metric, DGD, and overviews why technology companies will need to alter sales tactics in the subscription economy.
Education Services;Field Services;Professional Services;Service Revenue Generation-Recurring;Managed Services;Support Services;Expand Selling;Customer Success
DGD, sales costs, S&M
Engineering;Finance;Human Resources;Marketing;Operations;Partner Management;Professor;Research;Sales;Service Delivery;Strategy;Student;Training
Consumer Technologies;Enterprise IT and Telecommunications;Healthcare and Healthcare IT;Industrial Equipment;Other