How High-Tech Leaders Can Capture the Untapped 'Big Middle'

Posted by John DeSarbo on Fri, Nov 10, 2017

This post is the first in a four-part series on how high-tech companies can improve coverage of the “big middle” market segment.

While many high-tech companies are busy chasing large enterprise and SMB customers, one segment of the market—companies with $100 million to $1 billion in annual sales, referred to as the “big middle”—often gets lost in the shuffle. According to ZS analysis, there are about 30,000 such companies in the U.S., spending more than $150 billion each year on technology and making up about 21% of total IT spending. Unfortunately, many high-tech companies struggle to sell to and serve this attractive market segment.


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Autodesk's Approach to Motivating a Millennial Sales Force and Tackling Some of the Biggest Sales Comp Challenges

Posted by Alex Southworth on Thu, Aug 17, 2017

For high-tech companies, a strong inside sales function boosts efficiency and lowers costs, and for millennial-age salespeople, inside sales roles offer the chance to collaborate with a team instead of working solo in the field.

After ZS’s 2017 Comp Bytes event, where executives from leading high-tech brands met to discuss sales compensation challenges and innovations, I spoke with Robert Bieshaar, senior director of worldwide sales and services incentive compensation at Autodesk, to learn how inside sales models are evolving at his organization, what he and his colleagues are doing to motivate the next generation of salespeople, and how Autodesk is working to overcome one of the most common and cumbersome sales comp challenges: goal-setting fairness.


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The ‘Big’ Reason Why Amazon Bought Whole Foods

Posted by Brandon Mills on Mon, Aug 07, 2017

In case you haven’t heard, Amazon is buying Whole Foods for $13.7 billion in cash. The common initial reaction to this news (mine included) was that this was just Amazon being Amazon—another example of Jeff Bezos and his company being the great digital disruptor by extending its reach into yet another traditional industry. Amazon started with books and then moved on to one industry after another. Now it was apparently time to take on the grocery business.    


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Is Blockchain the Channel Management Silver Bullet?

Posted by Alex Southworth on Wed, Jul 05, 2017

The late Peter Drucker, the founder of modern business management, famously said, “If you can't measure it, you can't manage it.” And therein lies the core problem with indirect channel sales in the high-tech industry: Once a product is sold through another entity, the original vendor often loses visibility into the transaction and with it, the ability to manage its sales process, its resellers and, ultimately, the end-customer experience.


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