PROACTIVE BLOG
The old resale model is losing value. Clients do not just want the license.They want the outcome. If you only sell the technology, you risk becoming interchangeable.If you stay involved in adoption and execution, you become much harder to replace. I’m seeing a real shift
The best partners do not just sell a product. They create a continuous cycle of value. In today’s market, “set and forget” models are dying. Let me explain. Clients now demand long-term outcomes and constant optimization. To win, your incentives must follow the motion of
Something interesting is happening in the Microsoft ecosystem. For years, the standard approach to growth was volume. If you sent enough emails to enough companies in the right industry, the math eventually worked in your favor. But that era of “spray and pray” is effectively
And right now, many organizations are approaching it the wrong way.The market is still treating AI like traditional software:Buy a tool.Deploy it.Train users.Move on. But that’s not how this works.Companies quickly discover the real challenge with AI isn’t the technology.It’s everything around it. Successful AI
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