To truly understand the value we can, and need, to bring to our customers, we need to fully understand our customer's business and their customer chain.What is the perceived value at every link of the chain? Undoubtedly,

Today, it is imperative for businesses to understand the customer value chain of each of their customers.  To do this, one needs to identify exactly who the customers are in every link of the chain. Your customer

Selling in today's IT and technology industry is very different from ten years ago! The world is 'smaller' and multiple platforms from websites through to social media has enabled ready access to a constant flow of information.

Now more than ever, vendors must focus on delivering value. To do so, they simply cannot continue to push product features or even perceived customer benefits – instead they need to clearly communicate the value that their

As we head towards the end of the second month of 2021 during, at times, continuing uncertainty, let us remain committed to be the best we can be and to making things happen! Gustav PiaterSales & Marketing DirectorAs