Are You Selling Products or Outcomes? (Audio)
An overview of the principles benefits to both customer and supplier of having a partner/partner relationship approach rather than a buyer/supplier relationship, together with an explanation of the "shared risks, share rewards" model. The Partnering Approach The "Shared Risks, Shared Rewards" Model
A discussion about how to create, develop and manage relationships with customer stakeholders, with a particular focus on the importance of both credibility and rapport. Working With the Customer: Credibility & Rapport
A conversation with Khosrow Salmanzadeh. Khosrow has worked for Cisco since 2007, initially in a Business Development Manager role, and then latterly in a Customer Success Role, and his current job title is Success Programs Manager. In this role, Khosrow is responsible for building customer success related partner communities, and in this discusion he explains [...]