White Papers

Competing in Thousands of Markets: How IT Firms Can Improve Success in Competitive Bids

Posted July 17, 2017| Robert Flynn
Every information technology company today is seeking new ways to improve sales effectiveness. Intensifying competitive environments, increased acquisitions and divestitures, and a proliferation of methods for competitors to reach customers and prospects contribute to the dog-eat-dog, all-out battle to win competitive sales bids.

In our opinion, this is a misguided view. IT firms don’t compete in a small, defined number of product or geographic markets.


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