Adapting and Thriving as a Middle-Market Business in Today's Shifting Landscape

Posted by Sean Moran on Thu, Apr 02, 2020

Andrea Traverso and Tim Katerberg co-wrote this blog post with Sean Moran.

For more ZS insights on the impact of COVID-19, visit zs.com/COVID19.

In the wake of the COVID-19 pandemic, middle-market companies are facing unique challenges and need to adjust their sales and customer outreach processes quickly to adapt to new economic and social realities. Beyond the most important initial concerns about health and safety, sales reps are also losing their sense of purpose at work as deals they were working on slow down, and their natural habitat of being in front of customers is taken away. However, with these new challenges come opportunities, as well. This week, ZS co-hosted a virtual roundtable for a private equity fund comprised of the commercial leaders at middle-market companies across B-to-B sectors and life sciences. Here are the early actions that these leaders are taking to address these issues, and how they’re finding new opportunities along the way.


>
Read More

What Insurance Agents Do (and Don’t) Have in Common With Taxi Drivers

Posted by Peter Manoogian on Thu, May 25, 2017

Ever try to hail a cab in New York on a rainy day (especially before ride-sharing apps came along)? It’s nearly impossible because taxi drivers—whose payouts are 100% fare-based—achieved their income target sooner in the day because of high demand. Research demonstrates that drivers will work the least on rainy days and the most on nice days when fares are hard to find.


>
Read More