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What is the product a customer buys immediately before they buy yours? Usually, customers, especially during a process of digital transformation, are on a journey.
Which is the rung of the software ladder immediately beneath yours? Whatever it is, those are the companies to partner with, develop technical integrations to accelerate adoption, co-sell and generally go-to-market alongside.
After a prospect has adopted the software rung below yours, their eyes will rise to yours, and that’s your opportunity to win the great game of Risk played in software.
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