[ Tips ] 一分鐘使用導覽
商品編號： 9-823-002 出版日期： 2022/12/06 作者姓名： Cespedes, Frank V.;Klopfenstein, Amy 商品類別： Other 商品規格： 20p 再版日期： 2023/01/17 地域： North America;United States 產業： 個案年度： -
商品敘述：
This case provides an overview of a sales transformation in the industrial automation division at Belden, a hardware manufacturer. While Belden historically sold products such as cables, wires, and other networking devices, EVP of Industrial Automation Ashish Chand recognized that IT vendors were threatening to enter the hardware market. Thus, Chand initiated Enhanced Solutions Delivery (ESD), which pivoted Belden from selling products to selling solutions to optimize customers'' networks. ESD required Belden to change its sales cycle, its approach to hiring, pricing model, and compensation structure. The case explores how Belden''s leadership team implemented these changes, and how Belden navigated its changing relationship with channel partners and distribution partners.
涵蓋領域：
Digital transformation;Sales;Strategy
相關資料：
, (9-823-130), p, by Frank V. Cespedes
哪些人也有訂購？