Latest Expert Articles

Why Sales Proposals Fall Flat

by Michael McLaughlin, Principal, MindShare Consulting LLC

I don’t know about you, but writing sales proposals isn’t one of my favorite pastimes. It’s a necessary skill, though, especially if you want to stay in business.Here’s the thing. You can have a killer project concept that brings value, addresses the right issues, and has buy-off from your client. But unless you communicate that in a compelling and coherent way, you’ll probably lose the work.What... Read more

5 Key Tips for Successfully On-Boarding Customers in a SaaS Environment

by Mahesh Gidwani, VP Professional Services, Apptio

The success of any company is highly dependent on its ability to quickly and successfully on-board its customers. In my organization, we recently added an onboarding approach for an existing SaaS solution that on-boards customers in a much more efficient way.We accomplished this through an additional service package that enables us to scale to mid-tier customers while improving the overall... Read more

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