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Research Report

Hard Denial

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We realize that simply telling hardware companies that have spent decades selling their product to someone else to simply "embrace owning the assets" is not enough to convince these companies to do just that. This paper provides the following additional information on why hardware companies do need to embrace this assertion:

  • The Fallacy of Shadow P&Ls
  • Why Selling to Yourself Is a Bad Idea
  • Pitting Product BUs against Service BUs
  • Pushing this Problem on Partners
  • The New Mantra

Authored By:

Thomas Lah

Executive Director and Executive Vice President, TSIA

George Humphrey

Vice President and Managing Director, Service and Delivery Research and Advisory, TSIA

Vele Galovski

Publish Date: September 7, 2021

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