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Date: June 09, 2015

Author: Thomas Lah

Description:
This paper introduces a new metric, DGD, and overviews why technology companies will need to alter sales tactics in the subscription economy.

Applicable Disciplines:
Education Services;Field Services;Professional Services;Service Revenue Generation-Recurring;Managed Services;Support Services;Expand Selling;Customer Success

Keywords:
DGD, sales costs, S&M

Functional Areas:
Engineering;Finance;Human Resources;Marketing;Operations;Partner Management;Professor;Research;Sales;Service Delivery;Strategy;Student;Training

Markets:
Consumer Technologies;Enterprise IT and Telecommunications;Healthcare and Healthcare IT;Industrial Equipment;Other