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Brief: How Sellers Can Adapt as Capital Costs Change the Calculus of the Internet and Software Industry

Sales performance improvement

September 13, 2023Brief

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What’s Inside

The rising cost of capital is changing the trajectory of the Internet and software industry.

Now is the time for sellers to develop the skills that address increased budget scrutiny and cost-cutting initiatives.

In our article, we explore the three key challenges sellers face and how to respond.

We show that customers are:

  • Shifting their focus to profitability rather than growth at all costs
  • Consolidating their vendor portfolio to create efficiencies and reduce spending
  • Placing greater demands on a reduced number of managers

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