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51. XaaS at SimCorp: Selling Outcomes and Cost-Efficiently Growing Revenue
Manage episode 363128745 series 3416195
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Oliver Johnson, Chief Commercial Officer at SimCorp, joins Thomas to discuss the impact of XaaS transformation on the go-to-market capabilities of a company—specifically, how companies reduce the cost of growing revenue, utilize data in the sales process, and execute outcome-based sales.
Questions answered include:
- What are the responsibilities of a Chief Commercial Officer?
- What does outcome selling mean?
- How do you execute outcome selling?
- What data is most important to a chief commercial officer?
- What type of as-a-service offers is SimCorp taking to market?
- What should companies do to reduce overall cost of growing revenue?
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