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The Revenue Formula
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Navigating Organizational Champions and Market Dynamics
This chapter focuses on identifying effective champions within organizations to facilitate internal sales processes, emphasizing signs of their capability to advocate for products. It highlights the challenges of category creation in the software industry, especially in light of shifting market dynamics and the impact of AI technologies. The conversation also underscores the importance of brand perception, customer engagement, and the delicate balance between consulting services and product offerings to ensure successful market positioning.
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