How Using the Right Sales KPIs for Different Business Models Can Fuel Growth

Posted by ZS Editors on Mon, Mar 25, 2019

 

Sales KPIs are a valuable tool for companies to map their progress, but determining which ones will be most effective for your organization can be a challenge. Changing buyer behaviors add to that challenge, particularly in technology, where shifting business models often allow customers to pay as they go. However, by choosing KPIs based on their business models and revenue profiles, companies can align the entire sales engine for success. We caught up with Sean Moran, associate principal and leader in ZS’s private equity and middle market growth practice, to discuss the process and how to achieve organizational alignment through KPIs to meet overall company goals.


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The Rich Got Richer, and Other Lessons From 2015 Channel Mergers and Acquisitions

Posted by John DeSarbo on Fri, Feb 19, 2016

2015 was a record year for mergers and acquisitions. According to The Wall Street Journal, the value of mergers and acquisitions globally was over $4.3 trillion. The IT industry was rocked by blockbuster deals that dominated the headlines. We haven’t yet felt the impact of the Dell-EMC-VMWare, Avago-Broadcom and Western Digital-HGST-SanDisk combinations, but we will soon, as these companies begin to integrate their organizations and partner ecosystems.


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