Expand Your Ecosystem – Grow Your Business
I was bringing a new version of my set top box chip-set to market … and we had major competition.
To a customer, choice is a brilliant thing …
But to a business manager like myself, I now could look forward to a longer sales cycle, more customer retention efforts …. and… worse still, pricing pressure.
You see, in the hardware business, we would soak up millions in upfront product development and test costs..
…. So margins mattered.
What would stop CUSTOMERS from seeing us as a commodity?
The answer lay in stacking the value that I delivered.
An ECOSYSTEM
… That made customers more competitive – A win for them.
… That increased organic account growth and my products’ stickiness – A business win for me.