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Research Report

Strategic Planning for Post-Pandemic Advantage

TSIA data clearly shows that the B2B technology industry is demonstrating undeniable signs of softened billings and revenues, increased customer churn, and demand for lower commitments.


In response to the Spring 2020 business environment, TSIA found that suppliers have adapted quickly with new offers, promotional pricing structure, and flexible payment terms. While these offer and pricing actions may have been the right move in the moment, they beg the question of their longer-term viability. 

In this context, this paper reviews the following:  

  • What types of offers and pricing has the technology industry responded with during the early stages of COVID-19?
  • Scenario planning framework factoring SWOT, trends, accelerators, customer insights. and organizational capabilities
  • Strategies and tactics to emerge with advantage

 

Authored By:

Laura Fay

Laura Fay, Vice President & Managing Director, Offers Research & Advisory, TSIA

​Publish Date: July 15, 2020

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Peg Rodarmel, SVP, Subscription Services, Infor

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