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Revenue Generation in the 21st Century
TBK Consult launches new blog dedicated to the challenges associated with selling information technology and paving the path to global market leadership.
In the information technology industry there is often a huge difference between the product and the solution. Supporting the customer’s business often requires software from several vendors and various types of integration and implementation services. The difference between the products and services that we offer and the solution that the customers are looking for makes the business development, the marketing and the sales processes very, very difficult.
The value of information technology products is situational and the dependency on the individual customer releasing the value makes the business development, the marketing and the sales processes very, very difficult.
We are ruled by the law of diffusion of innovation and have to cross the chasm to pass the tipping point and get to market leadership enjoying decreasing customer acquisition cost and the improved gross margins required to defend and improve our position.
"The information technology and software industry is growing rapidly and offers outstanding business opportunities,”
The information technology industry is a “winner takes all” game where the market leaders enjoy massive economy of scale advantages while the insurgents struggle to keep up. However, the Internet, the cloud and the “everything as a service” formats are turning the industry upside down and are offering the insurgents new opportunities to overthrow the incumbents. However, the windows of opportunity are very narrow and companies need to move fast before the competitors take the pole positions.
The new blog is located here: http://www.tbkconsultblog.com