August 22nd 2016
Value as a Service: Embracing the Coming Disruption. Rob Bernshteyn.
Value as a Service: Embracing the Coming Disruption. Rob Bernshteyn. 2016. ISBN 9781626343054. The author proposes that just as SaaS followed and beat client/server and is now unexceptional , than Value as a Service (VaaS) will come next. This is where the vendor offers and prices his service based on the value delivered to the client. This requires a value driven partnership with client and vendor. Since selling value is the trend in modern sales, this author makes sense. He admits it is not a rapid transition as many firms are still just working out SaaS, but it is inevitable for successful companies. You can see this progression in Thull’s, Mastering the Complex Sale for example. Our firm certainly believes in this process as a winner. A needed book for the successful sales manager and CEO
Related articles
Similar Posts:
- Mastering the Complex Sale, Exceptional Selling , The Prime Solution , by Jeff Thull.
- What generates the highest profit margin, product or service? Pricing part 3
- Client at the Core. Aquila & Marcus
- The Art of Managing Professional Services. Insights from leaders of the world’s top firms. Maureen Broderick.
- David Maister Podcast. What kind of provider are you?
Category: Pricing, Sales, Sales Effectiveness, Sales Efficiency, Strategy
