Explore cases

Companies face a particular set of revenue generation challenges when introducing new products or services they intend to upsell to existing clients or market to new customers. To reach new sales targets and grow revenue streams requires a deeper understanding of the sales cycle.

What participants learn: 1) Explore the challenges of creating an effective revenue strategy in a B2B technology company 2) Create ideal customer profiles and target buyer personas 3) Assess the validity of potential sales opportunities with qualification methodologies 4) Gain insights into a value-based selling approach focused on positive customer outcomes 5) Understand how to build a business case and present a solution to customers 6) Learn the importance of effective negotiation and pricing strategies

90 min

The PakTek–Artios LiveCase creates a dynamic scenario in which learners assess a B2B customer-supplier relationship and identify opportunities for its improvement in order to generate increased value and growth for both companies. Authored by Wolfgang Ulaga, Professor of Management Practice in Marketing and Christoph Senn, Adjunct Professor of Marketing, both at INSEAD, in collaboration with Studio LiveCase.

45 min