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An Operationally-Focused CFO’s Guide to Scaling From SMB to Enterprise: Lessons From ServiceNow

Run the Numbers

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Navigating Budget Complexities and Sales Dynamics

This chapter explores the intricate challenges of diagnosing budget issues within companies, distinguishing cash flow from expense problems. It also discusses key strategies in sales compensation and customer relationship management, emphasizing the importance of adapting to market demands and fostering long-term partnerships. Furthermore, it addresses the transition from small to enterprise markets and the nuanced considerations of multi-year contracts and pricing strategies.

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