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Using Installed Base Selling to Maximize Revenue

A Step-by-Step Approach to Achieving Long-Term Profitable Growth

Authors: Gicquel, Remi, Lambert, Paul-André

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  • Learn more about the next business hype: installed base selling
  • Examine how you can effectively protect and expand your installed base before hunting strategic new logos
  • Gain rich insights on fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams
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Buy this book

eBook $24.99
price for USA (gross)
  • ISBN 978-1-4842-5146-1
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover $32.99
price for USA
  • Customers within the U.S. and Canada please contact Customer Service at +1-800-777-4643, Latin America please contact us at +1-212-460-1500 (24 hours a day, 7 days a week).
  • Due: November 3, 2019
  • ISBN 978-1-4842-5145-4
  • Free shipping for individuals worldwide
About this book

There is no such thing as an easy sale. However, selling to an existing customer—whether by refreshing an old product or introducing a new and different product—is often easier, faster, and returns higher margins. Centering your organization’s sales strategy on your installed base is a smart and proven way to achieve long-lasting, profitable growth.

Using Installed Base Selling to Maximize Revenue reveals a step-by-step, integrated approach you can begin using today. Authors Remi Gicquel and Paul-André Lambert show how you can apply this robust and reliable end-to-end solution by illustrating concepts though real-world case studies from Spotify, Hewlett Packard Enterprise, Nestlé, and more. Full of wisdom fit for the digital era, this book presents the results of the authors’ experience and research into current installed base selling processes, identifying, from an objective point of view, what works and what does not.

This book explains fundamental concepts such as the profitable growth paradox, the installed base profit wedge, operational methodologies for managing your installed base selling transformation, and much more. Innovative companies protect and nurture their most valuable asset—their customers and the data that defines them. They put installed base selling at the heart of their sales strategy. Now, it’s your turn!


What You Will Learn

  • How to maximize the return from installed base customers
  • Fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams

  • Keys to changing patterns to become a company that can enjoy higher profitable revenues for years


Who This Book Is For

General Managers, Sales and Marketing Leaders who are eager to transform their business to secure long-lasting profits, and for leaders looking for a pragmatic approach to transform their sales force to harvest the potential of their existing customers. 

About the authors

Remi Gicquel is the worldwide director for Hybrid IT Go-To-Market at Hewlett Packard Enterprise (HPE). As a 25-year veteran of the IT industry, he knows that driving transformation starts from the inside out and is passionate about making sure that sales has a seat at the table to help lead change. In this role, Remi oversees the Go-To-Market strategy and global sales programs driving profitable growth and market share for HPE via best in class Installed Base and Competitive Attack sales programs. Remi provides leadership and direction to drive sales excellence and a high performance sales culture.

Prior to that role, Remi held various key director and leadership positions in business units, Sales and Strategy. As practitioner of values based leadership he believes business is a force for good and places personal energy into supporting others.

His website is ib-max.com.

Paul-André Lambert is the worldwide operations manager for the Hybrid IT installed base program at Hewlett Packard Enterprise (HPE). Paul-André is the architect of the e2e Installed Base infrastructure and leads the deployment of the installed base program across all geographies worldwide. In his role he oversees the IT developments and integrates the business priorities in the program.

Prior to that role, Paul-André had various leadership positions in sales strategy and planning, business operations and channel management. Paul-André joined HP in 1990 in the channel business operations team in Belgium.

Paul-André holds a university degree in Economics from the KUL.

His website is ib-max.com.

Table of contents (9 chapters)

Table of contents (9 chapters)
  • Installed Base Selling

    Pages 3-10

    Gicquel, Remi (et al.)

  • Winning with Installed Base Selling

    Pages 11-28

    Gicquel, Remi (et al.)

  • From Sales Strategy to Profitable Growth

    Pages 29-43

    Gicquel, Remi (et al.)

  • Why Installed Base Selling Matters

    Pages 47-61

    Gicquel, Remi (et al.)

  • The Digital Installed Base Selling Transformation

    Pages 65-77

    Gicquel, Remi (et al.)

Buy this book

eBook $24.99
price for USA (gross)
  • ISBN 978-1-4842-5146-1
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover $32.99
price for USA
  • Customers within the U.S. and Canada please contact Customer Service at +1-800-777-4643, Latin America please contact us at +1-212-460-1500 (24 hours a day, 7 days a week).
  • Due: November 3, 2019
  • ISBN 978-1-4842-5145-4
  • Free shipping for individuals worldwide

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Bibliographic Information

Bibliographic Information
Book Title
Using Installed Base Selling to Maximize Revenue
Book Subtitle
A Step-by-Step Approach to Achieving Long-Term Profitable Growth
Authors
Copyright
2020
Publisher
Apress
Copyright Holder
Remi Gicquel, Paul-André Lambert
eBook ISBN
978-1-4842-5146-1
DOI
10.1007/978-1-4842-5146-1
Softcover ISBN
978-1-4842-5145-4
Edition Number
1
Number of Pages
XVIII, 145
Number of Illustrations
39 b/w illustrations
Topics