E-Commerce Investigate

Software-Plus-Services Approach Increases Customer Time-to-Value for Solution

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Executive Summary

Nimbus develops and markets a process management application that helps organizations handle major business change, such as software implementations, outsourcing, and mergers and acquisitions. Nimbus solutions deliver managed process - focused content as an "Intelligent operations manual" for major organizations around the world. Faced with long sales cycles and customer IT due-diligence processes, Nimbus introduced a software-plus-services option that lets customers such as Toyota Motor Europe work on a hosted solution until they are ready to implement the application internally. Business users get to apply the software and see results immediately, and IT departments can validate the solution without time pressure. Nimbus has seen sales cycles significantly shortened and an average annual revenue growth of 50 percent since it introduced the software-plus-services delivery model.

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