The purpose of this paper is to study how a software product company can expand its product-based business with the Software as a Service (SaaS) model in the mobile setting. In this research paper, the authors examine how the SaaS model can be implemented by a software company with existing ...Download Now
The paper investigates the role of totally new value creation mechanisms in a company's sales strategy. Using value creation and strategic marketing as theoretical approaches, the paper looks at the way in which blue ocean strategy is proliferated to sales management activities, and business results. This paper reports on a ...Download Now
Exploratory research on the impact of systematic selling processes on profitable growth in Business-To-Business (B2B) companies. The research compares companies focusing on service offerings to those focusing on non-service offerings. Survey containing 85 questions in four sales process management domains (customer acquisition, customer retention, customer relationship reactivation and customer relationship ...Download Now
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