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There is no such thing as an easy sale. However, selling to an existing customer-whether by refreshing an old product or introducing a new and different product-is often easier, faster, and returns higher margins. Centering your organization´s sales strategy on your installed base is a smart and proven way to achieve long-lasting, profitable growth.

Using Installed Base Selling to Maximize Revenue reveals a step-by-step, integrated approach you can begin using today. Authors Remi Gicquel and Paul-André Lambert show how you can apply this robust and reliable end-to-end solution by illustrating concepts though real-world case studies from Spotify, Hewlett Packard Enterprise, Nestlé, and more. Full of wisdom fit for the digital era, this book presents the results of the authors´ experience and research into current installed base selling processes, identifying, from an objective point of view, what works and what does not.

This book explains fundamental concepts such as the profitable growth paradox, the installed base profit wedge, operational methodologies for managing your installed base selling transformation, and much more. Innovative companies protect and nurture their most valuable asset-their customers and the data that defines them. They put installed base selling at the heart of their sales strategy. Now, it´s your turn!

What You Will Learn

How to maximize the return from installed base customers

Fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams

Keys to changing patterns to become a company that can enjoy higher profitable revenues for years



Who This Book Is For

General Managers, Sales and Marketing Leaders who are eager to transform their business to secure long-lasting profits, and for leaders looking for a pragmatic approach to transform their sales force to harvest the potential of their existing customers.

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Part I: The Strategy

Chapter 1: Installed Base Selling

Chapter 2: Winning with Installed Base Selling

Chapter 3: From Sales Strategy to Profitable Growth

Part II: The Benefits

Chapter 4: Why Installed Base Selling Matters

Part III: The Execution

Chapter 5: The Digital Installed Base Selling Transformation

Chapter 6: Installed Base Selling and Sales Coverage

Chapter 7: Installed Base Selling, a Company Culture

Chapter 8: Practical Implementation

Chapter 9: Conclusion

Appendix A: Definitions and Concepts

Appendix B: Installed Base Assessment.

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Remi Gicquel is the worldwide director for Hybrid IT Go-To-Market at Hewlett Packard Enterprise (HPE). As a 25-year veteran of the IT industry, he knows that driving transformation starts from the inside out and is passionate about making sure that sales has a seat at the table to help lead change. In this role, Remi oversees the Go-To-Market strategy and global sales programs driving profitable growth and market share for HPE via best in class Installed Base and Competitive Attack sales programs. Remi provides leadership and direction to drive sales excellence and a high performance sales culture.

Prior to that role, Remi held various key director and leadership positions in business units, Sales and Strategy. As practitioner of values based leadership he believes business is a force for good and places personal energy into supporting others.

His website is ib-max.com.

Paul-André Lambert is the worldwide operations manager for the Hybrid IT installed base program at Hewlett Packard Enterprise (HPE). Paul-André is the architect of the e2e Installed Base infrastructure and leads the deployment of the installed base program across all geographies worldwide. In his role he oversees the IT developments and integrates the business priorities in the program.

Prior to that role, Paul-André had various leadership positions in sales strategy and planning, business operations and channel management. Paul-André joined HP in 1990 in the channel business operations team in Belgium.

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