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

The year 2020 was an unexpected challenge for many companies due to the local and global impact of Covid. Many organisations faced huge challenges when the country went into lockdown and business trading ground to a halt.

It’s becoming increasingly clear that forklift upgrades to enterprise resource planning (ERP) suites can take years and a small fortune to complete – and then they rarely work as planned.To rub salt in the wounds, their very