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Research Report

The Supplier-Led Sales Model

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As the drumbeat for technology providers to deliver business outcomes grows louder, the challenge to deliver on that promise is not easy. To assist in that journey, technology companies will need to pursue a "supplier-led sales model."

This paper covers the following topics:

  • High C (highly custom) versus High P (highly productized) business models.
  • Drivers for High C business models.
  • Proven practices for enabling High P business models.
  • The supplier-led sales model.
  • Emerging success tactics for a supplier-led sales model.

Authored By:

Thomas Lah

Executive Director, TSIA

Publish Date: October 23, 2017

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